I’m sharing today’s Selling to Corporate ® episode with the amazing Jennifer Macdonald- Nethercott. Taking you on Jennifer’s inspiring journey as a Chartered Marketer and owner of Strath Communications, this episode is a treasure trove of insights for anyone looking to understand the art of blending marketing strategies with business objectives, maintaining financial stability, and effective sales-focused business growth.

Tune in as Jennifer discusses her personal approach to building real relationships, the value of local insights, and how proactive outreach and tracking can lead to a 15% increase in turnover and a 35% rise in profit. Whether you’re considering joining the C Suite ®, looking for marketing support, or wanting to balance work and personal life, this episode is packed with actionable advice and real-life success stories.

In this episode I’m sharing;

• The necessity of performing consistent daily sales activities. This practice is crucial for converting leads and sustaining business momentum.

• Discover how Jen plans her work schedules to achieve a harmonious balance between personal life and professional commitments, incorporating regular networking and strategic planning.

• Learn how the C Suite ® training program has transformed Jen’s sales processes, leading to consistent and impressive business results. Jen’s dedication to the training proves that trusting and following the process can yield spectacular outcomes.

• LinkedIn's effectiveness is waning for corporate clients.

• The Importance of Local Insight and Financial Planning in Marketing

Key Quotes;

Balancing B2B and B2C: "It's always interesting to me because it's one of the biggest questions that we get is, how possible is it to run a b to c and b to b business? And I always think, well, I do it, so it can't be rocket science." 

00:02:1600:02:28

"Because when you are somebody who is qualified to a high level in your area, you can give companies very different strategic support than what we would normally think of as being strategy. When you are working with both coaches, consultants from that kind of solopreneur space to working on marketing campaigns, especially when they have more budget, there's a lot more strategic guidance that goes into that."

00:09:4500:10:28

It's that as a marketer, sales doesn't necessarily come naturally to you. But when you set up your own business, you have to become a salesperson otherwise you're not going to earn any money. Some of the smaller businesses I work with, you have to speak to them about what sales they're doing because, ultimately, like other coaches and consultants I work with, they need to be doing that one to one outreach as well to generate it because marketing is not going to provide all the leads they need for generating the income they want to.

00.27.33 - 00.28.36

Key Resources Mentioned in this Episode:

Tickets are now on sale for Converting Corporates 2025, use code CELEBRATE for your special discount here.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In this episode, I’m covering the key reasons why sales can become a bottleneck in your business and sharing the importance of continuously developing your sales skills to avoid bad habits and scale effectively. We’ll explore the impact that lack of experience, confidence, and even a dislike of sales can have on both small business owners and larger corporate sales teams. Plus, I’ll share insights from a corporate client who discovered their own sales team was the bottleneck for their sales pipeline.

In this episode I’m sharing;

- Why your B2B sales are sluggish this summer and how to fix it

- Unblocking your B2B revenue pipeline this summer: key strategies to implement

- Summer Sales Slump? Diagnose and address your B2B revenue bottlenecks

- How to Identify and overcome sales hurdles in your B2B business

- Proven techniques to boost B2B sales and prevent summer revenue stalls

- Is your B2B revenue stalled? Actionable steps to revitalise sales efforts

- Combatting summer sales slowdowns: Essential B2B practices for consistent revenue

- Re-energize your B2B sales process and avoid revenue stagnation

- Overcoming B2B sales challenges in summer: Strategies for unblocking revenue

- End your summer sales slump with these expert B2B revenue tips

Key Quotes;

"So if you're bottlenecking your business and your sales pipeline, you might find that that's down to a lack of understanding or a lack of measurement around metrics so that, actually, when you're thinking about making any time, energy, or financial investment into your sales pipeline and your development around sales, you're buying similar things rather than buying things that actually fix the problem."

— Jess Lorimer 00:28:2300:28:34

"Put things in place, protect yourself, future proof your business, and ultimately give yourself more room to scale, to expand, to outsource, and deliver, most importantly, amazing client experiences, which are the whole point and the whole reason that you got into this crazy business ownership world in the first place."

— Jess Lorimer 00:38:1700:38:38

“When they started their business, they started their business from a place of passion, of wanting to do really well, wanting to serve their clients really well, but with no foundational understanding of what it actually takes to create a new business development strategy.”

— Jess Lorimer 00:07:0000:07:20

"We have to really make sure that we are learning and developing our sales skills at every stage in our business."

— Jess Lorimer 00:16:4400:16:52

"Instead of focusing so much of the time on what I don't like, why don't I start focusing on what a good sales process looks like?"

— Jess Lorimer 00:23:3900:23:47

"The biggest difficulty that most entrepreneurs see is that they don't know what they're doing right, but they also don't know what they're doing wrong."

— Jess Lorimer 00:24:5600:25:04

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In today’s episode Jess brings a fresh perspective straight from her transformative journey in Los Angeles, sharing candid insights about the importance of creating opportunities for oneself and how a change in mindset can drastically impact your approach to sales and business growth. 

Jess discusses her personal experiences and interactions during her time in LA, reflecting on the entrepreneurial spirit that thrives there and how it contrasts with attitudes in the UK. She dives into practical strategies for reinvigorating your sales process, shedding light on how innovating your tactics and embracing a positive, proactive mindset can lead to remarkable results in any market condition. Tune in to discover how you can redefine your approach to selling in the corporate world, feeling rejuvenated and ready to tackle new challenges head-on!

In this episode I’m sharing;

• How to actively create opportunities and the insightful lessons I learned in Los Angeles and how they inspired proactive selling!

• Harnessing the energy of LA to transform your sales approach and a new perspective.

• Selling with the Spirit of LA: Building opportunities in every market.

• The entrepreneurial and proactive nature of people in L.A.

• The mindset and practical approaches to creating opportunities and the necessity of being proactive in challenging economic conditions.

Key Quotes;

Expanding Networks as an Introvert: "I think one of the things that I realise about myself quite often is that I'm very introverted. I find spending time with a lot of people really difficult, and I need a lot of recharge time afterwards. And so that can often mean that I don't build networks and connections as easily as other people because I just hate the idea of going to events."

— Jess Lorimer 00:04:3300:04:54

Reinventing Post-Pandemic Connection: "It is time to get back on the wagon after the pandemic and go and sign up for something where you're going to meet new people and have new experiences and hear new perspectives."

— Jess Lorimer 00:05:0800:05:17

Overcoming Sales Stigma: "Because if you're like me and you were the overachiever at school who everyone kind of bullied a bit for being keen and enthusiastic, then it's normal that you probably don't want to put your head above the parapet right now. But also, it's difficult because if you don't, you won't get what you want."

— Jess Lorimer 00:17:3300:17:51

Navigating Economic Change: "There is a lot of opportunity out there for the people who are willing to do the work and take the action to make it happen. And selling to corporate is cool. It's going to finally be cool!"

— Jess Lorimer 00:24:1400:24:21

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

.

Do you ever end up on business development calls with stakeholders feeling excited to talk about possible solutions for their organisation (and sales!) only to discover that, rather than being a decision maker, they’re actually not the most useful person for you to talk to? Business development calls can be tough enough without having to spend a lot of your time trying to qualify that the person you’re talking to is a real decision maker.

That’s why in this week’s episode, I’m diving in to share the quickest and easiest ways to identify if the stakeholder that you’re approaching really is a decision maker - and how to make sure that you’re using all of your sales time productively.

In this episode, I’m sharing;

• Why it’s so important to be spending your business development and sales time talking to decision makers vs employees. (02:00)
• Why it can be difficult to spot the differences between an employee and a decision maker in the current market. (05:03)
• The core differences between an employee and a decision maker - and why one is more helpful than the other on business development calls. (06:03)
• A simple identification strategy that you can use to immediately tell whether you’re prospecting an employee, rather than a decision maker. (06:03)
• How to use the first decision maker identification strategy - and which platforms will best support that. (06:47)
• Why you’ll still need to qualify their suitability on a sales call. (07:05)
• When a decision maker isn’t really a decision maker… and what you can do to leverage that instead. (07:39)
• How roles and remits give core indicators that our prospect is a viable decision maker. (09:24)
• How to develop situational fluency (and the questions to ask!) when you want to pre-qualify a decision maker. (10:02)
• How we can identify decision makers by their focus on commercial viability. (11:06)
• Core elements to remember when you’re navigating the sales process and have access to the correct decision maker. (12:32)
• How the sign off process can impact your sales pipeline. (12:45)

And if you’ve listened to this episode and now need support to find the right stakeholder to discuss your solutions with, make sure you go back to our Selling to Corporate 22nd July 2020 episode on; How to find the right decision maker.

If you’ve enjoyed listening to the Selling to Corporate podcast this year, please make sure to leave a review on iTunes so that we can support more salespeople in 2021. 

Key Resources Mentioned in this Episode:

Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite

Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review – http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever wondered what it’s like when two salespeople get together to discuss upcoming sales trends?

Perhaps you’re wondering what’s on the cards for 2021 and want to hear the different ways that stakeholders will be responding to sales pitches?

Or maybe you want to strategise early - and make sure that you’ve planned for the landscape ahead?

Today I’m bringing our Selling to Corporate Head of Business Development, Rob Cutler onto the show to discuss the upcoming trends that we’re predicting we’ll see in the B2B sales world in 2021 and what you’ll need to prepare for when creating your B2B sales strategy for the new year.

So if you’ve been wondering what’s ahead and how salespeople always seem to know what to do?

Listen now because in this episode, we’re diving in.

In this episode, we’ll be sharing:

• The changes that the sales world has seen over the last ten years - and how that impacts the way that you can start to predict trends and insights moving forward (02:00)
• The reasons that sales really is a skill that you need to learn in order to be successful (and why most graduates fail in sales firms.) (06:23)
• The two types of salespeople you’ll see - and why they need different skill sets to be successful (09:07)
• How industries have changed, adapted and boomed during 2020 (13:34)
• The importance of metrics - and how they’ll help you forward project your income (17:35)
• Why you’re missing out if you’re not mapping out markets correctly (20:05)
• The simple reasons that email (alone) won’t make you money when you’re selling B2B (21:32)
• How resilience is keeping the best salespeople moving during challenging economic periods (24:42)
• Stereotypical sales tactics and why they’re no longer working (27:04)
• Why instant rejection doesn’t have to happen to you - and how you can avoid it at all costs! (29:54)
• Whether ‘old school’ sales styles are dying out - and what we’re replacing them with (31:34)
• How active listening skills will make you money forever (34:56)
• The lack of accessibility to stakeholders that is hitting the market - and the importance of having a proven follow up strategy (36:27)
• Why salespeople struggle to be self motivated (and how that can benefit external suppliers this year!) (41:57)
• How attitude can keep you stuck AND broke as a salesperson - and how to shift it quickly. (46:39)
• The easy way to be a successful salesperson (and it’s not what you think!) (54:18)
• The common misconceptions around B2B vs B2C sales and how those beliefs might be keeping you stuck (56:41)
• Business critical sales boom predictions for 2021 (59:59)

Key Resources Mentioned in this Episode:

Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully before our prices go up then click here to join now!

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now!

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever wondered what makes it ‘easy’ for some people to get fast results when selling their services to corporate organisations? Working in a silo/ in isolation as an entrepreneur or business owner can be tough - and it’s not always easy to get that objective perspective for yourself (or to generate new business development and lead generation ideas.)

It can often be more challenging to have to build your entire strategy for business development, implement it and troubleshoot it alone… that’s why I’ve recorded this episode to show how four people inside The C Suite ® have navigated their way through an exceptional year - and the ways that they’ve managed to keep moving forward with their lead generation, business development and been able to get results.

In this episode, I’ll be sharing:

• The common misnomer about selling to corporates; why there’s no ‘one size fits all’ model - and why you need to be running a process that fits your personality and sales style. (03:50)
• Why a consultative sales style benefits you as the seller and the company as the purchaser (and how Emma Waltham has used consultative selling to dominate her niche this year. (08:29)
• Why setting clear revenue targets and being kept accountable will help you generate revenue and exceed your targets (12:06)
• How tweaking your messaging can help you land more business development calls without having to work harder or for longer (14:40)
• Focusing on the business development foundations and how that can expedite your ability to produce premium sales (23:34)
• How Tom Manning used the power of feedback to improve his conversions and get into bigger companies (27:34)
• Why you need to be focusing on improving your proposals so that you’re able to convert more prospects into clients (30:51)
• Why shifting one part of the B2B sales process, means looking at your sales cycle differently and how to manage your own expectations for success (33:29)
• The mindset shift from selling B2C to B2B and how Anna Pinkerton used proactive outreach to get fully booked in just three months (35:24)
• How to ask stakeholders to explain concepts that you don’t understand without taking away from your expert status (38:20)
• How to use business development calls to get stakeholders to self identify the issue and drive desire for a solution (41:56)
• Improving your confidence around pricing (and how Bahee Van de Bor successfully raised her rates in a recessive period!) (50:51)
• Why it’s important to follow the correct process and tailor it to YOU (1:07)

Podcast Reviews:

Huge thanks also goes to Jill Leake from https://www.jlcommunicationsconsulting.co.uk/about for their fab five star podcast review! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

Key Resources Mentioned in this Episode:

Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully before our prices go up then click here to join now.

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

People often worry that in order to sell to corporates, they should have a background working with corporate organisations. But is that really the case? 

When people leave corporate careers to set up a business, they’ll often go one of two ways; creating a business that immediately sells back to corporate companies because they know the area/ industry and demographic or having not enjoyed their corporate career, avoiding seling to organisations for as long as possible (and trying to become an internet marketing influencer in order to avoid selling!)

But is it necessary to have had a previous corporate career in order to successfully sell business to business? Or are there other things that are more important to stakeholders and companies overall?

In this episode, I’m digging deep and sharing;

• Whether corporate companies really need suppliers who’ve worked for organisations before (and why some of my answers might surprise you!) (01:36)
• What having a ‘corporate background’ means - and how the different definitions might impact your abilities to sell to corporate organisations. (06:04)
• If you really need to have had a sterling corporate career (and what to do if you didn’t!) (08:51)
• The two choices that ex-corporate employees have to make when they leave corporate jobs to set up a business - and how it impacts their sales. (09:52)
• Where business owners often get stuck, frustrated and stop their sales processes (11:56)
• The reasons that internet marketing makes genuine experts feel awful about selling their services (17:04)
• Whether it’s integral to have a corporate background when it comes to selling B2B (19:28)
• The things business owners focus on that corporates don’t care about (24:03)
• What companies really care about when they’re choosing external suppliers to buy from (25:47)
• Why your continued professional development is important to corporate organisations (and for your own business benefit!) (28:32)
• How passionate you are will equal how much profit you’re able to make (32:41)
• Why humble pie doesn’t need to be your default mode when selling your services to corporate organisations. (34:11)
• The real pros and cons of having a corporate background when selling B2B and the pros and cons of selling to corporates if you’ve never worked with corporate organisations before (36:38)
• How to identify whether or not you need support - and what you need to do if there’s something you need help with (39:59)

Plus, sharing the recent podcast reviews from Julie Dennis, Menopause Consultant and Trainer from https://juliedennis.net/ and an update on The C Suite ® and our closing 2020 doors.

Podcast Reviews:

Huge thanks also goes to Julie Dennis from https://juliedennis.net/ for their fab five star podcast review! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

Key Resources Mentioned in this Episode:

Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully before our prices go up then click here to join now.

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you been thinking about lowering your prices due to the recession? Perhaps you’re hearing from stakeholders that there isn’t any budget? So you’re thinking about discounting your rates and service charges in the hope that it’ll help you to win more business?

As we navigate the current recessive period, the common objections that are being faced by external suppliers are going to continue to revolve around price - and how companies can get even better deals for their organisations.

But is it really necessary to discount simply because it’s a recession? Or are there other (more important) factors to consider? 

In this episode, I’m going to be diving into what the recession really means for your pricing so that you can make key decisions about your profit margins and prices as we head through Q4 and into 2021.

I’ll be sharing:

• The objections you might be coming up against in your business development calls - and whether you really need to worry about them (10:33)
• Why pricing is an awkward topic to discuss (and how money conversations can cause problems for us and our stakeholders) (11:26)
• The simple reason that stakeholders assume that recessions mean they’ll get a ‘better deal’ from external suppliers, contractors and consultants. (13:38)
• Core objection handling techniques to help you manage pricing and budget objections from key stakeholders and decision makers. (15:19)
• The number one sales strategy that will help you get more proposals over the line and close more corporate deals. (22:16)
• Simple events that can impact/ support changes to your pricing structure and strategies for corporate deals. (24:56)
• Whether or not discounting should ever be part of your strategy (and how to formulate it so that you’re not diminishing the value of what you have to offer!) (27:27)
• When it’s okay (and preferable!) to say no to stakeholders who want pricing changes or discounts (28:54)
• How you can emulate the successes of our premium priced, C Suite sellers! (32:22)

I also shared insights and trends about the upcoming quarter and how you can navigate the current landscape in the best way for your business.

Podcast Reviews:

Huge thanks also goes to Jen Hall of www.marketleaderleague.com  and Adele Stickland from www.get-gorgeous.com  for their fab five star podcast reviews! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

Key Resources Mentioned in this Episode:

Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now.

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever wanted to have great business development conversations or successfully sell your services to corporate companies… only to feel awkward because you know that the key stakeholders will be using jargon you’re not totally sure on?

One of the most common questions I hear from people who are contemplating selling to corporate organisations is, ‘What do I say if I don’t understand what they’re talking about/ how can I look like I know what they’re discussing?’

And in this episode, I’m going to be revealing all - and sharing;

• Whether corporate jargon is something that ‘everyone’ who has worked in a corporate environment before just ‘gets’ - spoiler… nope! (05:41) 
• The official definition of jargon - and the key difference between learning to understand jargon and understanding the abbreviations that are used. (08:08)
• How to tell the difference between the two - and use them to your advantage! (09:23)
• Why learning that ‘jargon doesn’t matter’ skyrocketed my career (and how you can use it to do the same for your sales process.) (14:17)
• The most important thing you need to understand about business development calls and what you must take away from them. (16:21)
• How to appropriately respond (and still sound like an expert!) if you’re not sure what the terminology means (17:59)
• Why talking to everyone will help you become better acquainted with specialist terminology and help you get confident with business development calls (18:57)
• How to use your lack of technical knowledge to learn more (and become a completely disarming and non-threatening salesperson in the process) (22:04)
• Why it doesn’t really matter if you understand corporate jargon or not… and how you can still win the business regardless. (28:21)
• How your own jargon can impact business development calls and why you need to be careful when dropping it into the conversation. (30:09)
• Where you can find my own ‘Corporate Jargon Dictionary’ (32:47)

I also talked about the extra TWO live trainings being run inside The C Suite ® this month - so if you want access to the incredible resources that have supported participants to achieve £30,000 months, £10,000 weeks and making their first ever corporate sales in September, PLUS a fabulous live training on successfully selling retainer packages to corporate organisations and a legal contracts session so that your business is protected? Join us now!

Podcast Reviews:

Huge thanks also goes to Ros Audoin of www.flatoutsocial.com and Kate Davies from www.YourFertilityJourney.com for their fab five start podcast reviews! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

Key Resources Mentioned in this Episode:

Join The C Suite® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now!

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite® and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite® could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects!

Episode 24: How to get started: Immediately start selling to corporates

Episode 9: Is there a money-making, corporate niche?

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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

It’s bonus time on the Selling to Corporate podcast - and I’ve got something extra special today! People have been asking some great questions about joining The C Suite ® over the last year - and I’m opening the curtains today to share some of the most frequently asked questions with you, transparent answers and some client stories so that you can know by the end of the episode whether The C Suite ® is the right programme for you and how to know when the best time is for you to join. (Spoiler alert: I’m not going to simply sell you something that you don’t need!)

So grab a coffee and take a listen so that you can understand why The C Suite ® is the BEST 12 month programme out there to successfully help you sell your services to corporates, how it’s helping other people and why you should get on a call with me! Remember, you can use the link at the bottom of these shownotes to book a C Suite Exploratory Chat directly with me whilst spots still last.

In this episode, I’m going to be sharing;

• Why The C Suite ® isn’t for everyone - and how many people we really turn away (04:22)
• The person type who’s most successful inside The C Suite ® and how they make it work for them (04:54)
• How long will it take you to make your first sale (and what are the key factors to making that happen?) (18:16)
• How will you be making a return on investment - and what could that look like? Plus, how to get in touch if you want specifics on your situation! (21:45)
• What access you really get to me (and how well I’ll honestly get to know your business and situation!) (27:21)
• Whether or not you need to have worked in the corporate word before joining The C Suite and learning how to sell B2B (31:51)
• How diverse The C Suite ® is - and whether or not you’ll ‘fit’. (Spoiler: we love our C Suiters and all of the unique lenses that they see the world through!) (33:53)
• How we know that The C Suite ® works - and is genuinely the most phenomenal resource for service based business owners who are looking to learn (and implement) best practice business development, make more sales and keep more profit. (36:27)
• The way that information is delivered and the types of modules you can expect to see (40:00)
• How the live Business Development Days work - and what you can achieve in just one short day! (43:33)
• What you can really achieve inside The C Suite ® and why it’s so important for me to accept the right people into the programme (45:35)
• And of course, I’ll be sharing results the entire way through; how one of our C Suiters signed a £27,000 corporate contract, the results that our C Suiters have achieved throughout Covid-19 and how it could be you winning at BD days soon...

If you’ve listened to this episode and want to check out The C Suite ® or have a call with me / my team to watch The C Suite ® walkthrough video and ask questions about your business specifically, could benefit from joining The C Suite ®, then use the links below to grab your free C Suite Exploratory Chat. 

Key Resources Mentioned in this Episode:

Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now.

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you’ve been selling to large organisations but your revenue / deals closed ratio isn’t where you’d like and you’ve been saying that you’ll improve it soon? 

Today’s episode is all about why ‘soon’ is finally here - and how September is your best time to sell into corporate organisations. 

We’re focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that’s GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.

This episode is for anyone who;

• Has been promising themselves that they’ll ‘get around’ to selling to corporates once their website is finished/ branding is done/ they’ve created an entire curriculum etc. It’s not to say that there aren’t valid reasons to pace yourself… but in this episode, we’ll be exploring why you need to take action now or miss the boat.
• Is currently selling their services to corporates but has a lower close rate percentage than they’d like and wants to take immediate action to have a great Q4.
• Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.

In today’s episode, I’ll be sharing;

• Why I’m so grateful for KemiRaw’s five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48)
• How the market landscape is staying the same - and what we’d normally expect to see at this time of year that isn’t being impacted by coronavirus. And what that means for you as an external supplier! (04:43)
• Which shifts we’re seeing due to coronavirus and how they’ll allow you to make more sales as an external supplier (13:44)
• How financial year end is a great opportunity for you to generate extra revenue (15:03)
• How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58)
• The timings you need to focus on so that you’re able to plan ahead and land deals before anyone else (19:48)
• The difference between the areas that you might think are important to corporates - and the areas that they’ll really be focusing on. (23:45)
• How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53)
• The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)

Key Resources Mentioned in this Episode:

Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now.

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I’ve got you covered! Simply download my free Daily Corporate Sales Activities Guide and you’ll be able to take strategic, successful action every day.

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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever wanted to generate fast revenue from corporate organisations? Perhaps you’ve been wanting to sell your services to corporate companies for a while but you’re not able to make the leap because you’re concerned that you’d need to generate immediate revenue (and you’re not able to guarantee that will happen)? In today’s episode, I’m changing the way that we think about corporate revenue generation and explaining how you can generate immediate revenue / create corporate cash injections and how it’s possible for you to start taking action straightaway!

We’re focusing on the importance of categorising your corporate leads - and how it relates to immediate revenue generation so that you can create immediate revenue and get your final quarter revenue predictions created!

This episode is for anyone who;

• Has wondered how to find corporate decision makers and categorise them to generate immediate revenue
• Wants to understand the difference between the leads/ prospects they have (and how to convert them into sales in the quickest and easiest way)
• Want to hear the myth busting reasons that creating corporate cash injections is not only possible - but how people inside The C Suite ® are doing it regularly.
• Is interested in understanding the simplest and easiest ways to generate quick revenue from corporate organisations.

In today’s episode, I’ll be sharing;

• Awesome podcast reviews from two Selling to Corporate podcast listeners (and if you’re enjoying the podcast and haven’t left your review yet? Please take five minutes to!) (0:42)
• The common myths around creating corporate cash injections and whether or not they really exist (04:18)
• How the recession will impact your revenue streams and why you need to be implementing a corporate cash injection strategy right now. (05:18)
• The common myths and misconceptions about generating fast revenue from corporate organisations - and the common elements people prioritise before sales. (05:24)
• How many sales processes you’ll really have in play when you’re selling your services to corporate companies - and why short term sales is not a lifetime strategy. (06:30)
• What creating corporate sales really looks like; how sales are made and the exact formula and psychology for generating revenue. (08:02)
• Why categorising your corporate leads is the one thing that will immediately move the sales needle in your business. (10:31)
• The different lead/ prospect types involved in your corporate sales process - and how they matter! (11:42)
• How being the specialist is going to help you categorise and create revenue! (14:49)
• The most overlooked (but important!) reason that corporates will keep buying from you after an entry point offer (18:27)
• How many strategic points of contact you need to assess the offer that is going to help you sell more services (20:58)

And if you’re interested in learning how to create your own corporate cash injection and navigate the corporate landscape throughout 2020 and beyond, make sure you join The C Suite ® now. We’re celebrating clients who’ve had £43K sales weeks, made their first sale, booked a lot of BD calls in one month and more this week. Get strategic support, guidance and templates to make this your BEST quarter yet!

Key Resources:

Join The C Suite ® now! We have just two spaces left to join in September. Make this your very best quarter of the year by clicking here to join: https://bit.ly/join-the-c-suite to grab your spot

Talk to me about The C Suite ®: If you want to ask questions about The C Suite ® and whether or not it’s the right investment for you? Grab a spot in my diary here to discuss and I’ll give you my honest feedback on whether or not The C Suite ® is the best option for you: https://jessicalorimer.as.me/?appointmentType=12012999   

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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you been considering selling your services to corporate organisations for a while - but have no idea how to get started?

Perhaps you’ve been a regular listener and so understand the elements of business development… but you’re not sure on the foundational steps of navigating the corporate / B2B sales landscape and you want to understand all of the steps it takes to make corporate sales before you dive in?

In today’s episode of the Selling to Corporate podcast, I’m answering the question that I get emailed most often; how do I get started selling my services to corporate companies?

This episode is for anyone who is;

• Thinking about selling their services to corporate organisations but isn’t sure where to start and wants to know the foundational structures that have to be in place in order to successfully sell to corporates.
• Currently selling to corporates and not seeing the results that they want right now; those who are open to troubleshooting their processes so that they can sell more easily and successfully to companies.

In today’s episode, I’ll be sharing;

• The exact process that I’ve designed and used with thousands of clients to generate B2B sales over the last 13 years. (05:03)
• The foundational structures and processes that you’ll want to have in place so that B2B sales becomes easy and natural for you. (09:54)
• How you can build your corporate sales roadmap (and why you need one to make sure that you get the best results in the quickest and most efficient way possible!) (11:02)
• Whether messaging really matters - and the pieces that you need to have figured out before you start your business development. (13:02)
• The reasons that your foundational process is key to your success (and why you’ll screw up all your hard work if you don’t put something in place!) (18:56)
• Defining your specialism; why you need to do it, how it’s powerful and why it’ll help you sign more clients. (20:30)
• The real sales process involved with B2B sales (and how it’s about simplicity and consistency vs fancy funnels and crazy marketing!) (24:05)
• How to know which stage of the process is going to be most effective for you; troubleshooting your existing offerings and making sure that you have the right tools in place to sell effectively and immediately. (34:23)
• The number one thing that you must do if you want to see fast results when selling your services to corporate clients. (38:36)

A slightly longer episode - but a great one for those people who’re looking to really create the most efficient, effective sales process and sell their services to organisations with ease.

Key Resources:

Converting Corporates Bundle: The Converting Corporates Bundle is available at the current price for just a few more days! Make sure that you grab it now in order to learn exactly how to set the correct foundations for your corporate sales plan!

The C Suite ® is now OPEN – and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here to grab your spot.

Talk to me about The C Suite ® : If you want to ask questions about The C Suite ® and whether or not it’s the right investment for you? Grab a spot in my diary here to discuss and I’ll give you my honest feedback on whether or not The C Suite is the best option for you:

More Jess!

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Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Do you find yourself constantly saying, “I'll do it later,” when it comes to your sales tasks? You’re not alone so shake off the shackles of procrastination and take control of your sales success!

In this episode, we're going to unpack the reasons why we procrastinate on our sales activities and discuss 3 practical ways to stop stalling and stride confidently towards our goals.

We'll look at how procrastination can cost us not just our peace of mind but also our business growth, and why relying on feelings over data can steer us off course.

This isn't an episode about beating ourselves up for delaying tasks; instead, it's about understanding the types of procrastinators and how we can manage it effectively to maintain momentum in our sales pipelines. From embracing a proven process to surrounding ourselves with the right kind of successful influences, we'll explore strategies that can spur us into action. And remember, it's the start of a new financial year, so there's no better time to refresh our approaches and say goodbye to procrastination!

In this episode I’m sharing;

• Discussing the different types of procrastinators and their traits and the strategies for managing and overcoming procrastination types

• By frontloading your day with key sales activities, you're more likely to see them through. Learn how placing these tasks first can set you up for daily success.

• Understanding the negative impact of procrastination on sales success

• The importance of making sales decisions based on data and action rather than feelings

• The importance of surrounding yourself with a successful and result-oriented community

• The importance and necessity of tracking sales performance

• Exploring the common causes of delaying sales tasks and addressing the emotional and psychological aspects of procrastination in sales

Key Quotes;

Overcoming Sales Procrastination: "This episode is not about beating yourself up and feeling bad because you haven't done your sales activity or anything like that. It really is about the practical ways that you can overcome and understand why procrastination has become such a big part of your business life."

— Jess Lorimer 00:03:2900:03:52

The Impact of Procrastination on Business: "what you do now impacts your business in 90 days' time."

— Jess Lorimer 00:19:5200:19:55

Understanding Procrastination: "You have to know who you are and what kind of procrastinator you are so that you can solve it."

— Jess Lorimer 00:30:0900:30:13

The Psychology of Procrastination in Sales: "In terms of understanding why people procrastinate on sales activity, the second biggest thing was that people weren't sure what to do or when to do it."

— Jess Lorimer 00:12:2900:12:44

Improving Business Efficiency: "if you are not as effective, or you know that tracking your revenue, tracking your numbers, tracking your metrics isn't your thing, go and download the sales tracker spreadsheet because that will be much more effective than you procrastinating on tracking your revenue."

— Jess Lorimer 00:09:0500:09:29

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Have you ever wondered if you’re qualified (enough) to sell your services to corporate organisations?

Perhaps you worry that big organisations won’t buy from ‘little old you’ because you’re not a limited company/ don’t have thousands of credentials/ haven’t worked with corporate companies before/ don’t ever want to stop wearing your jeans or ‘suit up’ to work with large companies? 

Today’s episode is for anyone who’s wondered whether they are really ‘good’ or ‘qualified’ enough to sell their services into corporate organisations - and by the end of it, you’ll have;

The top three criteria that you need to assess yourself with - and how you can use the criteria to understand whether or not, you’re able to sell your services to corporate organisations.

The ability to self assess and define whether or not, now is the right time for you to sell your services into corporate organisations.

And the confidence to move forward with selling your services into organisations consistently and competently.

In this episode, I’m also discussing;

• Experience - and whether or not, it’s the same as expertise. (Spoiler: gained experience can be even more valuable!) How you can use it in order to generate a steady stream of corporate clients and whether or not, experience needs to have been gained in a corporate environment for them to take you and your services seriously. (10:24)
• Whether qualifications are the be all and end all… and whether or not you need to overcompensate for NOT having them - or show them off when you do! (12:35)
• How professional accreditations can help and hinder your corporate sales experience (and what you really need to do to make yourself stand out to stakeholders.)
• Regulated industries and how they differ when it comes to qualifications. Whether or not, there’s anything that you’ll need to change/ reassess about your sales process if you’re trying to sell to a regulated industry. (16:27)
• The real ways that we demonstrate expertise; why showing is more powerful than telling (and how to do both successfully!) (19:08)
• Competence and having the confidence to demonstrate it; the ways in which you can do it and ensure that a stakeholder feels comfortable with the sales process and reassured of your expertise. (25:43)

Each of these areas is critical for giving you the self confidence and competence to assess your corporate qualifications (and how you can successfully navigate any questions around your areas of expertise!)

Key Resources:

The C Suite® is now OPEN – and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here to grab your spot!

Talk to me about The C Suite®: If you want to ask questions about The C Suite® and whether or not it’s the right investment for you? Grab a spot in my diary here to discuss and I’ll give you my honest feedback on whether or not The C Suite® is the best option for you.

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The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Trying to do good business development can be tough - and it’s made more difficult when you’re not sure who the right decision maker or key stakeholder actually is (or how to find them!)

In fact, most people who are contemplating selling their services to corporate organisations (and haven’t started) tell me that it’s because they’ve no idea who they need to talk to in the first place… and no idea how to find them either!

Let’s face it; the corporate world has become more complex… and a wealth of brand new job titles have arrived in the last five years too. That can make it more challenging to find the correct stakeholder (and to understand what exactly they’re responsible for within the company.)

That’s why in this episode of the Selling to Corporate podcast, I’m digging deep into ‘find the stakeholder’ and sharing;

• Whether or not you really need to worry about talking to the ‘wrong’ person… and whether or not, you can convert the ‘wrong’ stakeholder into the correct conversation (10:35)
• How you can avoid the assumption trap - and the things you might be telling yourself about decision makers that are stopping you making good business development decisions (and progress!) (12:00)
• Whether or not, we really need the ‘right’ decision maker to help us navigate best practice business development inside an organisation (13:45) and why getting the wrong stakeholder means that we run the risk of ruining our relationship with an organisation.
• Why opportunities are created by having the correct conversations - and how you can make sure that you always create opportunities with confidence. (14:05)
• How ‘business critical’ decisions can help you find the best stakeholder to support your business development process (18:00)
• When your ‘sweet spot’ comes into play; how it can help you identify the best stakeholder to talk to so that you never have to worry about ‘getting it wrong’ (20:40) 
• The key characteristics of core stakeholders/ budget holders (and why you’ll never have to worry about job titles again!) (21:36)

Each of these elements is critical for helping you identify decision makers on your own - and having the confidence to hold business development calls that convert!

Key Resources:

The C Suite ® is now OPEN - and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here: https://bit.ly/join-the-c-suite to grab your spot

Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

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Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Do you put off doing business development because you’re worried that you won’t get the results you want? Perhaps it’s become a task you dread - and you just feel like you’re not good at business development and struggle to want to make time for it? Don’t worry - you’re not alone! 

In fact, most people actually HAVE the tools and skills to be successful when it comes to business development… but because they don’t measure the success of their business development properly, they can start to feel like they don’t know how to do it/ that their business development skills aren’t effective - and they can end up avoiding it altogether. (Which we know isn’t going to help us make more profit right?!)

In this episode, I’m sharing the metrics that you *really* need to focus on when it comes to business development (and you’ll be pleased to hear that it’s not all tracking LinkedIn connection requests and endless spreadsheet-ing!) Instead, we’re focusing on the key areas that you need to focus on and that are crucial to the success of your business development.

We’re going to be covering:

• The FIVE core metrics that you need to focus on in order to see maximum results from your business development. We’ll be looking at these key areas in detail so that you know exactly what you need to be tracking to get the fast results you want! (And I’ll be sharing the things that you can avoid tracking forevermore too!)
• The psychological reasons that we avoid tracking our numbers, why it’s totally normal - and how you can motivate yourself to start… even if you think that your numbers are low/ small/ not worth measuring! If we can understand why we don’t take action/ monitor our activities, it makes it much easier to understand our triggers and start moving past them. 
• How to use your metrics to create easy and simple analysis of what is actually working in your business - and where you can ‘let go’. I’m sharing the top secrets used by real salespeople so that you can start measuring your metrics effectively AND enjoy using them to skyrocket your sales.

Alongside all of this gold, I’ll also be sharing;

• The real definition of metrics and the clearest ways to use them so that you can create predictable, consistent and scalable sales results.
• Why selling on social media has been distracting you from the real metrics that you need to be focusing on in order to generate business to business (B2B) sales - and how to refocus your attention.
• The next steps for metrics tracking; why they become pointless if you don’t use them to create clear plans of action - and how to do that in quick and simple ways.

** If you’ve enjoyed today’s episode, please take the time to LEAVE A REVIEW ** I read every single one personally  - and shout you out on the show too. Not sure how to leave a review? Check out our simple ‘Leaving a Review Guide’ here: http://bit.ly/howtoreviewmypodcast

Resources mentioned in this episode:

Join The C Suite ® now! We have just two spaces left to join in September. Make this your very best quarter of the year by clicking here to join: https://bit.ly/join-the-c-suite to grab your spot

Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

If you've decided to spend time creating broadcast content for your business development, then you're probably wondering where the best place to put it is.

After all, there’s no point in spending time to create good broadcast business development content and then put it on the wrong platform!

Today’s episode is all about the best broadcast business development platforms, how to use them and key examples of my The C Suite® and Mastermind members using them well.

In this episode we’ll be exploring;

• What broadcast platforms are best to use when selling to corporate organisations.
• What results you can expect from creating good broadcast content
• The three main broadcast business development platforms and examples of best practice content creation.

We’ll also be covering:

1. A quick ‘thank you’ to our fabulous May Guest Expert for The C Suite® Rob Cutler for sharing his knowledge of the business development world and giving an incredible workshop to our C Suite® participants (05:31)
2. Why there’s not ‘one way’ to create broadcast business development content - and how it differs from the B2C world (08:14)
3. How platforms change - and why ‘Jack Sparrow’ is our resident expert for helping us run our businesses (09:10)
4. The best ways to make broadcast business development content work for us - and why it’s not about expecting it to make the sales for you. (10.00)
5. How we can use content to demonstrate our capabilities as an expert/ authority in our space - and why that makes us better business development executives for our own businesses. (12:59)
6. Understanding your publishing schedule - and how to decide what you need to put out, when. (14:32)
7. Understanding the difference between creating content and creating content that converts into leads and corporate clients. (15:58)
8. Using your personality to define which of the three main broadcasting platforms will be best for you. (19:01)

And remember, if you want to submit a question and have me answer it live on an episode, you can email it across to Jessica@JessicaLorimer.com .

If I pick your question, I’ll email you to let you know and answer it live on air!

Key Resources Mentioned in this Episode:

Join The C Suite ® now! We have just two spaces left to join in September. Make this your very best quarter of the year by clicking here to join: https://bit.ly/join-the-c-suite to grab your spot

Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Want to create your own podcast? Check out my Podcasting That Pays course here: https://podcastingthatpays.com/

Make Content Creation Simple and Successful Podcast Episode: https://sellingtocorporates.libsyn.com/website/stc012-make-content-creation-simple-and-successful

Individuals mentioned in this episode:

Becky Strafford: https://www.linkedin.com/in/beckystrafford/

Andy Storch: https://www.linkedin.com/in/andystorch/

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Want to sell a virtual learning course to corporate organisations? Listen to this episode and discover why now is the perfect time to be selling virtual learning to corporate organisations and what you need to do to make sure corporate organisations want to buy from you.

Find out how Coronavirus has made shifts in the corporate world and what it means for any training that you are providing and why it’s not just just CPD and traditional training that firms are looking for now. 

I share tips to creating good virtual training and what you need to think about when you are creating your training. 

Plus why one size doesn’t fit all and what you must make sure you do before you come up with a solution for a corporate organisation. And why being realistic about what can be achieved in your training sessions is key to managing expectations and upselling.

I’m opening two places on my C Suite® programme for June - if you’d like to know more then please get in touch.

Podcast shownotes

About the diversity in my business and the C Suite programme (1:25)

How Coronavirus has made shifts in the corporate world (5:39)

About the C Suite® and what it can do for you moving forwards (8:01)

How virtual training has evolved over the last few years (10:10)

Why this is a great time to be selling virtual learning to corporates (13:54)

Why you need to focus on the outcomes and transformations (17:13)

What you need to think about when planning your virtual training offering (18:15)

Why you need to demonstrate that you understand the challenges that people face (21:01)

Why you need to consider pain points and transformations when planning virtual learning (22:50)

Why it’s easier to sell your learning if you understand the transformation (25:00)

Why it’s important to still have business development conversations (28:24)

Why you need to be open to co-construct solutions with corporations (30:21)

Why it’s easier to upsell once you’re onboard (32:40)

Why you mustn’t over promise with your training and it has to be achievable (34:07)

Why you need to be able to measure the success of your training (36:37)

Resources

SLS 281 Smart leaders Sell podcast about the diversity in my business and programme
https://smartleaderssell.com/sls281-why-good-customer-service-will-get-you-more-clients/

STC 18 How to price your services like a pro

https://selltocorporates.com/episode-18-how-to-price-your-services-like-a-pro/

STC 14 How to stop Coronavirus from killing your corporate revenue stream

https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 

STC 11 Offer types that give the best client experience and add profit 

https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 01 Business Development

https://selltocorporates.com/stc001-business-development/ 

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ 

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session 

Email Jess

Jessica@JessicaLorimer.com    

Join the C Suite®

http://bit.ly/The_C_Suite 

Selling To Corporate

https://selltocorporates.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/  

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/  

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/  

LinkedIn http://www.linkedin.com/in/jesslorimer 

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Ever struggled to price your services? Especially when you are selling to corporate organisations?  Worried that you’ve quoted too much or even worse too little? Love to know how to nail your pricing?

If you’ve ever got stuck or dreaded THAT Business Development conversation with a stakeholder where you have to talk moolah then this is a must-listen episode of the Selling to Corporate podcast.

I’m sharing gold in this episode I tell you how you can price your services like a pro. I explain how to approach the prep work and why your pricing and solutions MUST come after your Business Development calls.

I share the exact process you need to go through and key considerations you must make when you’re pricing your services. 

Find out when it’s appropriate to discount and what you need to consider when you’re justifying the price that you’re proposing. And why the transformation that you are offering a corporate organisation is key. 

I explain how to have a conversation about budget and what to say when they won’t give you a figure. I explain how you can read between the lines and how to follow up if you don’t get the answer you were looking for. And why you must be transparent and have that conversation about budget rather than sweeping it under the carpet.

Plus why your pricing SHOULD make you feel uncomfortable.

If you’d like to have my eyes on your packages, proposals and help to create emails and find out how to hold Business Development calls that convert - then join The C Suite® now.

Podcast show notes

About this podcast episode (2:05)

Benefits of joining the C Suite® (3:36)

Why you need to have your BD conversations before pricing your solution (4:21)

Why you shouldn’t price before mapping out your market (5:55)

Why you need to have several BD calls before you know what to offer (6:15)

Why you need to understand the problem before you offer a solution (7:08)

Why you need to know where you sit in the market (08:45)

Why you must have a transparent conversation about the budget (09:53)

How to talk about budgets and what to say if the stakeholder is a bit vague (11:02)

Why you should never undercharge/discount on a first-time basis (13:26)

Why it’s normal to worry about under or overcharging (16:33)

Why you have to be confident when pricing your services (17:15)

Why you mustn’t forget the transformation that you’re offering when pricing (17:53)

Key considerations to make about your transformation before you price (19:14)

Why corporates will take action and see results (19:50)

Why your pricing should scare you a bit (21:19)

Resources

Sally Foley Lewis

STC 17 Three simple ways to sell more effectively

https://selltocorporates.com/episode-17-three-simple-ways-to-sell-more-effectively/

STC 11 Offer types that give the best client experience and add profit 

https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 10 Set the best foundations to sell to corporates

https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/

STC 05 Leveraging relationships

https://selltocorporates.com/stc005-leveraging-relationships/  

STC 04 The art of follow-ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/ 

STC 01 Business Development

https://selltocorporates.com/stc001-business-development/  

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ 

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jessica@JessicaLorimer.com

Join the C Suite

http://bit.ly/The_C_Suite

Selling To Corporate

https://selltocorporates.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/

More Jess!

Facebook

http://www.facebook.com/JessicaLorimerSuccessCoach/

LinkedIn

http://www.linkedin.com/in/jesslorimer

Instagram

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Think there’s just one way to sell to corporate organisations? Think again. 

Listen to this podcast episode and discover why there’s more than one way to successfully sell to corporates and where you could be going wrong with your Business Development calls when you're selling. 

I share three simple ways to sell more effectively to corporate organisations.

I explain how to ask permission to sell before you start your sales conversations and I give examples of how to do this effectively and how you could come across as an arrogant know it all without meaning to.

Find out what you must never tell a corporate and how you can find their pain points and establish yourself as an expert at the same time.

And why transparency is key when it comes to talking about next steps. Plus how to make a corporate want to work with you and how you can get an edge over your competition.

As ever I love getting your feedback so If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.

Book your free Corporate Strategy Call -  if you’d like eyes on your business I have three FREE calls a month if you’d like to have my brains on your corporate business plan where we can set actions and strategies together. 

Podcast Shownotes

About the C Suite and how you can join (01:25)

About this podcast episode (03:50)

Why there are many different ways to sell to corporates (04:21)

Why a good business development calls will give you the edge over your competition (05:29)

Why you need to ask permission before you start a conversation (and how to do it) (07:40)

Why you need to ask the right questions (to be seen as an expert) (11:07)

How to share your expertise without being arrogant (11:59)

How to make a corporate organisation want to work with you (14:01)

Why you need to avoid making sweeping statements in broadcast content (15:34)

Why you must avoid telling a corporate they have a problem (16:25)

Questions that you need to ask a corporate to find out what their problem is (18:17)

Why you mustn’t be dismissive of what a corporate is doing (21:20)

How to acknowledge what corporates are doing without being negative (23:05)

Why you need to educate about the impact of the problem (24:07)

Why you have to get used to having the sales conversation (24:30)

Why transparency is really important (26:09) 

How to follow up about next steps at the end of a conversation (27:32)

Resources

STC 14 How to stop Coronavirus from killing your corporate revenue stream

https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 

STC 11 Offer types that give the best client experience and add profit 

https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 10 Set the best foundations to sell to corporates

https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/ 

STC 05 Leveraging relationships

https://selltocorporates.com/stc005-leveraging-relationships/ 

STC 04 The art of follow-ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/ 

STC 01 Business Development

https://selltocorporates.com/stc001-business-development/ 

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ 

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session 

Email Jess

Jessica@JessicaLorimer.com    

Join the C Suite®

http://bit.ly/The_C_Suite 

Selling To Corporate

https://selltocorporates.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/  

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/  

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/  

LinkedIn http://www.linkedin.com/in/jesslorimer 

Instagram https://www.instagram.com/jess_lorimer/

So what do you REALLY need to sell to corporates? If you think you need a website or a killer corporate CV to sell to corporates then take a listen to this podcast episode. I share my expertise about what you do and don’t need to successfully sell to corporates. Some of the answers might surprise you.

Find out why you don’t need a fancy pants website or to have worked for a corporate in the past to sell to one now and why passion and specialism is MORE important than your past CV.

I explain what you DO need to sell to corporates and what you DON’T and why you don’t need to be on every single social media platform going.

Plus the key things that you need to get right down to how you show up online. I give my insight into how you can demonstrate your expertise without being a boring know-it-all. And why you have to walk the talk.

I share my tips on how to get LinkedIn to work for you and why you might not be getting the most out of your LinkedIn profile especially if you haven’t got your audience right and how to fix it.

Plus the ONE thing that you MUST be able to do if you are going to successfully sell to corporate organisations - and why it isn’t all about saying yes!

Hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.

Join the C Suite® here http://bit.ly/The_C_Suite 

Podcast shownotes

Why you shouldn’t worry about selling in the current climate (1:30)

Why you don’t need a website if you’re selling to corporates  (6:11)

Benefits of using LinkedIn over a website to sell to corporates (9:03)

Reasons you might want a website to sell to corporate (13:15)

Why you need to decide on the purpose of having a website (14:30)

Why you need to be careful about being a ‘know it all expert’ (16:27)

Why you should demonstrate that you are a team player (19:02)

Why LinkedIn is a great platform for demonstrating your expertise and how to use it (20:39)

Why you must think about how you show up online (21:46)

How to get engagement on LinkedIn and make your profile work for you (24:12)

Why you need to curate your LinkedIn feed so you get more engagement (26:43)

Why you don’t need to be on every social media platform to sell to corporates (27:10)

Why you don’t need to have worked for a corporate to sell to one (29:06)

How to demonstrate that you are an expert in your field and why you must (30:42)

Why drive and motivation are so important if you are selling to corporates (34:44)

Why you need a solid business development for your business (39:28)

Why you have to be able to deliver and why you mustn’t just say yes (41:46)

Resources

STC 14 How to stop Coronavirus from killing your corporate revenue stream

https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 

STC 11 Offer types that give the best client experience and add profit 

https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 10 Set the best foundations to sell to corporates

https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/ 

STC 05 Leveraging relationships

https://selltocorporates.com/stc005-leveraging-relationships/ 

STC 04 The art of follow-ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/ 

STC 01 Business development

https://selltocorporates.com/stc001-business-development/ 

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ 

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session 

Email Jess

Jessica@JessicaLorimer.com    

Join the C Suite®

http://bit.ly/The_C_Suite 

Selling To Corporate

https://selltocorporates.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/  

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/  

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/  

LinkedIn http://www.linkedin.com/in/jesslorimer 

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Wondering if you should always be closing? A classic sales quote that’s been used for years in some great films is ‘always be closing’. But while films like the ‘The Wolf of Wall Street’ and ‘Glengarry Glen Ross’ are absolute cinematic film classics - the sales advice in them is probably wrong for YOUR business!

So take a listen to this podcast episode I share my three top pieces of advice and practical tips that you can use to sell to corporates organisations that are more beneficial than ‘always be closing’ and why you should be using them.

I explain why you should always be human and you must remember that people do business with people and why this will help you build better more meaningful relationships than closing ‘at all costs’.

Discover why terms and conditions aren’t just a nice-to-have but why they are essential for your business, your sanity and how they will help you manage clients expectations and stop boundary creep.

Find out why you have to ditch the excuses and get out of the mindset that  everyone else has better leads and a golden goose. And why you need to think about your proactive business development.

Plus why you should always be selling and thinking about what you are doing every single day in your business that will position you to sell your products and services. 

Don’t forget to Sign up for my FREE webinar on 17 April at 12:30 BST. Where you can discover the Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month.

Podcast show notes

Podcast reviews and shout outs (1:29)

About this podcast episode and how it relates to classic sales films (5:05)

About that phrase ’Coffee’s for Closers’ and ‘always be closing’ (8:13)

Why I realised that ‘always be closing’ is the wrong advice to sales people (9:23)

About this podcast episode and the advice I will be giving (10:59)

Why you must be human and remember that people buy from people (11:19)

Why you must always have terms & conditions to protect yourself and your client (19:32)

Why having terms and conditions will help manage client expectations (24:26)

Why you have to ditch the excuses and just get on with sales (27:29)

Why you need to make time to sell every day (32:47)

How you can track your sales activities that you do (35:06) 

Questions to ask yourself about your proactive business development (36:20)

What your primary role in your business is (and it’s not just CEO) (36:54) 

Why you always need to be selling in your business every single day (37:29)

Resources

Coffee’s for Closers https://www.youtube.com/watch?v=bkjfZctGMq8 

About the film Glengarry Glen Ross https://en.wikipedia.org/wiki/Glengarry_Glen_Ross_(film)

About the film The Wolf of Wall Street https://en.wikipedia.org/wiki/The_Wolf_of_Wall_Street_(2013_film)

Sign up for my FREE Webinar Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month

https://bit.ly/corporatemasterclass

STC 14 How to stop Coronavirus from killing your corporate revenue stream

https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/

STC 11 Offer types that give the best client experience and add profit 

https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 10 Set the best foundations to sell to corporates

https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/

STC 05 Leveraging relationships

https://selltocorporates.com/stc005-leveraging-relationships/

STC 04 The art of follow ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/

STC 01 Business development

https://selltocorporates.com/stc001-business-development/

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jessica@JessicaLorimer.com  

Join the C Suite

http://bit.ly/The_C_Suite

Selling To Corporate

https://selltocorporates.com/

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn http://www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Are you in panic mode? Wondering how to stop Coronavirus from killing your income stream?

In this podcast episode I give you clear no nonsense strategies for navigating your business through the current global pandemic and how to get out of panic mode and back into action mode.

If you already sell to corporate organisations I share my insights how to stop Coronavirus from killing your corporate revenue stream and if you aren’t selling to corporate yet - why now is the BEST time to start.

I explain the reasons why there has never been a better time to sell to corporate organisations and how you can use this time to generate opportunities - and why you need to stay away from social media news feeds.

I share my strategies on how to get creative with what you offer corporate organisations. And why you need to focus your business development on what your business needs to thrive - and why it’s different for everyone. Plus why you mustn’t just rush out and massively pivot your business (just because everyone else is) and why you should focus on your existing customers.

I explain why in the current market it’s going to be much easier and quicker for you to make a profit selling B2B rather than B2C. And why you must handle objections as you would normally and why you need to forget worrying about being told ‘no’.

I tell you why you MUST get a plan and take action to invest in your business now. So that your business is as solid as possible for when things rebound (and they will) so that you don’t miss out.

Want to know Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month? Then sign up for my FREE webinar on 17 April at 12:30 GMT.

Podcast shownotes

Why it’s hard to make strategic decisions when you’re in fear mode (5:20)

Why I’ve stayed away from social media news feeds during Coronavirus (7:21)

What the UK government is doing to support business during Coronavirus (08:59)

Why this is a great time to be selling to corporate  organisations (18:40)

Why organisations will now be prioritising and planning ahead (23:16)

Why there’s a disparity between selling B2B and B2C in the current market (24:27)

Why it’s going to be harder selling B2C at the moment rather than B2B (27:24)

Where you need to focus your time, effort and energy at the moment (29:04)

Why you need to focus on existing customers and look after them (29:53)

Why you need to think creatively to help corporate organisations (32:15)

Why you must focus on your business development for Q3 and Q4 (34:44)

Why there are more opportunities for you during Coronavirus (37:12)

Why no means the same as it did before Coronavirus and you shouldn’t panic (39:23)

Why you need to get a plan together for you and your business priorities (40:11)

Why you need to think about what you need to invest in your business (44:15)

Why you should take action now to invest in your business so you don’t miss out (45:47)

Resources

Free Webinar Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month

https://bit.ly/corporatemasterclass

Email me about my Converting Corporates private group intensive;  7 & 8 May (time limited)

STC 01 Business development

https://selltocorporates.com/stc001-business-development/

STC 04 The art of follow ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/

STC 05 Leveraging relationships https://selltocorporates.com/stc005-leveraging-relationships/

STC 10 Set the best foundations to sell to corporates https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/

STC 11 Offer types that give the best client experience and add profit https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

STC 12 Make content creation simple and effective

https://selltocorporates.com/episode-12-make-content-creation-simple-and-successful/

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jessica@JessicaLorimer.com  

Join the C Suite®

http://bit.ly/The_C_Suite

Selling To Corporate

https://selltocorporates.com/

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn http://www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders?

In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps.

Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.

 It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships.

In this episode I’m sharing;

• Facing ghosting: its impact and response strategies

• Consider buyers' feelings and how to address your own frustrations privately.

• How to define and recognise ghosting in relationship communications.

• Overcoming Ghosting: Essential tips for interacting with corporate decision makers

• Ghosting Prevention Tips: Navigating corporate decision makers' responses

• How to prevent ghosting by corporate decision makers

Key Quotes;

Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with."

— Jess Lorimer 00:09:5900:10:08

Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying."

— Jess Lorimer 00:11:3100:11:36

Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news."

— Jess Lorimer 00:13:2400:13:46

Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?"

— Jess Lorimer 00:15:2400:15:32

Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure."

— Jess Lorimer 00:17:3700:17:41

Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more."

— Jess Lorimer 00:04:5700:05:50

Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?"

— Jess Lorimer 00:06:4000:06:52

The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted."

— Jess Lorimer 00:08:5900:09:13

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Have you ever been ghosted by an organisation you’ve been speaking to? You’ve had some great conversations. You created your proposal and sent it off and then - nothing, nada.

You’ve followed up a few times and heard nothing and you don’t know if you’re flogging a dead horse or maybe they went with someone else?  

If that sounds familiar and you want to know how to figure out what to do next (and why you might have been ghosted) then take a listen to this Selling to Corporate podcast episode where I explain exactly how to handle being ghosted by a corporate organisation and the steps you need to take.

Listen and find out how to follow up with a corporate organisation when you haven’t heard back from them. Discover what the right approach (and the wrong approach) look like.

I share my insights as to what might have actually happened and I give you techniques for reengaging with a corporate without being pushy or annoying. 

Plus I explain how to move forward positively and NOT take it personally.

As ever I love getting your feedback so If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.

Podcast show notes

About this podcast episode (04:53)

Why ghosting can happen in the the corporate space (6:44)

How to follow up the right way if you think you’ve been ghosted (7:32)

Reasons that ghosting can happen with corporates (11:57)

How to follow up and regenerate a relationship if you’ve been ghosted (13:54)

Why it’s vital to get your client reengagement strategy right (and what not to do) (15:22)

Positive ways to follow up and reengage with corporates (18:08)

How to stay in touch with a corporate by using broadcast content (20:11)

Why you need to stay positive and resilient (22:15)

What to focus on when you think you’ve been ghosted (24:15)

Resources

Email me about my Converting Corporates private group intensive;  7 & 8 May (time limited)

STC04 the art of follow ups

https://selltocorporates.com/stc004-the-art-of-follow-ups/

STC05 Leveraging Relationships https://selltocorporates.com/stc005-leveraging-relationships/

STC10 Set the best foundations to sell to corporates https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/

STC 11 Offer types that give the best client experience and add profit https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jessica@JessicaLorimer.com  

The C Suite

http://bit.ly/The_C_Suite

Selling To Corporate

https://selltocorporates.com/

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn http://www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Wondering what types of business development content you need to be putting out there to help you attract more corporate clients? Or maybe selling to corporates is next on your list? 

If you want to create content that attracts corporate organisations then you need to know the right type of content to create. In this podcast episode of the Selling to Corporate podcast I give you the low down on the ONLY two types of corporate business development content that you need to create if you want to attract corporate clients.

I explain how to create proactive content and broadcast content and the differences between the two types of content. And how you can use them to start conversations and build connections with corporate organisations.

I share my insights into why I think proactive content is great for introverts - especially if you can’t stand the small talk and hate building shallow connections. Plus how proactive content builds deeper connections  - faster! 

I give examples of types of proactive content and broadcast content you can create. And how broadcast content can get people into your inbox taking action.

I explain why you must make sure your call to actions are direct to get people into your inbox. Plus how to create a really strong social media post that makes people sit up and take action.

So if you want to make content creation simple and successful hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.

Podcast shownotes

About this episode and the types of business development content you need to create (4:42)
The two types of corporate business development content that you need to create (06:10)
The difference between proactive content and broadcast content (07:37)
Why proactive content is great for introverts (9:17)
What is proactive content and why it’s great if you want fast results (09:27)
How you can use proactive content to build relationships and start conversations(12:47)
Different types of proactive content that continue the conversation(14:17)
What is broadcast content and how you can use it to start a conversation (15:35)
Why broadcast content is less emotional and suits both introverts and extroverts (16:58)
Types of broadcast content you can create (18:02)
Why it’s really important to get your call to action at the end of your social media post right (18:45)
Examples of strong calls to action you can write on your posts (19:46)
How to create a really great social media post that grabs attention (20:43)
Why you need to schedule time to follow up the conversations you start on social media (22:22) 

Resources

Email me about my Converting Corporates private group intensive;  7 & 8 May (time-limited)

STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002

STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships

STC10 Set the best foundations to sell to corporates

http://sellingtocorporates.libsyn.com/website/stc010-set-the-best-foundations-to-sell-to-corporates

STC 11 Offer types that give the best client experience and add profit http://sellingtocorporates.libsyn.com/website/stc011-offer-types-that-give-the-best-client-experience-and-add-profit

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jessica@JessicaLorimer.com  

The C Suite

http://bit.ly/The_C_Suite

Smart Leaders Sell

https://smartleaderssell.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Thinking of selling to corporate or adding a corporate revenue stream to your business but you’re not sure about going back to corporate and you definitely don't want to be treated like a full-time employee or contractor? Or worse end up feeling like a sell-out?

Then listen to this episode of the Selling to Corporate podcast where I bust some very commonly held myths about selling to corporate including the one about the ‘laptop lifestyle’. And why if you do sell to corporate you’re much more likely to be creating the lifestyle-focused business that you crave and thought you’d have when you set up your online business.

I share three of the most common offers sold to corporates from my client base, and how to actually create offers that don’t cost you tons of time and money. I will tell you exactly how to make it work for you and what you need to consider when putting your offer together.

Plus how you can be far more profitable selling to corporate than any of the people that are successful in the online space AND have a better work-life balance with time off at the weekends.

I also explain why you must do your business development first before making an offer and why you have to sell corporates what they want (and not what YOU think they want).

It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.

https://smartleaderssell.com/how-to-add-an-podcast-review/

Podcast shownotes

About this podcast (4:34)

Common myths about working for corporates and how to make it work for you (6:23)

Why a corporate revenue stream will give you the lifestyle business you want (11:41)

What you need to take into account before creating an offer to a corporate (15:09)

How to consider your needs and priorities before creating an offer (18:30)

Why you shouldn’t work for clients that you get a bad feeling about (20:21)

Offer type 1 selling corporates topic based ‘lunch and learn’ workshops (23:16)

Offer type 2 benefits of keynote speaking at a corporate event  (26:54)

Why you shouldn’t just wing it as a keynote speaker if you’ve never done it (31:06)

Offer type 3 How to sell online licensed training  to a corporate (31:44)

Why you should get advice before selling online licensed training (36:20)

How to deliver the three types of offer in person or virtually (38:01)

Why a corporate won’t buy what you’re offering if it doesn’t solve their problem (40:03)

Resources

STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002

STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships

STC10 Set the best foundations to sell to corporates
http://sellingtocorporates.libsyn.com/website/stc010-set-the-best-foundations-to-sell-to-corporates

Top 5 Business Development Questions

http://bit.ly/TOP5BDQ

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jess@JessicaLorimer.com 

The C Suite

http://bit.ly/The_C_Suite

Smart Leaders Sell

https://smartleaderssell.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/ 

Click here if you would like to listen to my recent TEDx talk.

Thinking about your business development? This is a great time of year to set the foundations for business success for the year. In this podcast I’ll take you through the key foundational steps that you need to get started if you want to work with corporates. I’ll explain how to sign your first corporate clients and what you need to consider.   

Even if you've already been successfully selling to corporate organisations - you’ll find this episode helpful as I’ll explain the key skills you need to maximise this year to enable you to sell as much as possible and make your life easier.

Plus why February is the perfect time of the year to be pitching yourself to corporates.

If you’ve never sold to corporates or worked for one and hate the thought of being ‘owned’ by one again and can’t think of anything you’d like least like to do than go back and work for a corporate!  I’ll tell you why you might want to rethink that. 

I’ll reveal how to reach corporates (and why it’s not through posting randomly on LinkedIn) and why you NEED to be on the phone having constructive consultative sales calls with a corporate and understand their problem BEFORE you pitch to them.

I’ll walk you through the exact way to approach selling to corporates and explain why having a niche is vital when you sell to corporates and I’ll share the secret of how to make the proposal a tick box exercise (if you’ve got all your other ducks in a row).

I’ll also explain how you can make more money and keep selling if you can rinse and repeat and why you should always be thinking, ‘How can I do this better?’

So if you’d like to generate better leads, and spend less time on other stuff in your business (like posting constantly on social media) and get new contracts signed - that are going to make you more money then this podcast is for you. 

As always I love hearing your feedback on the podcast and if you’d like to leave a review I’ll try and give you a shout out on my upcoming podcast episodes.

About this podcast episode (5:26)

Why you might not want to sell to corporates (but why you should) (6:25)

Why it’s easier selling to corporates if you’ve got the right foundations in place (8:11)

Why you need to pick a niche and become a specialist to sell to a corporate (9:41)

Why you shouldn’t be afraid to say no if its not the right industry for you (11:25)

How to identify target companies and stakeholders that are relevant to you (12:40)

Why you should find out what a corporate needs from you with a consultative sales call before you pitch (15:43)

How to connect with stakeholders and create lead generation (19:27)

Why consultative sales calls will connect you with corporates rather than just posting stuff on LinkedIn  (21:08)

Why you should never recycle an old business proposal and always think ‘how can I do this better’ (23:30)

Why the proposal is generally a tick box exercise if you’ve got everything else in place (27:10)

Why you can’t just sell like a pro and must deliver results and develop the relationship (29:19)

Why selling to corporates is less time intensive than B2C and its easier to rinse and repeat (31:15)

How to work with me and book a complimentary call (33:06)

Resources

Mindset Coach and Consultant Heather Gray https://heathergrayconsulting.com/

Episode 1 Business Development http://sellingtocorporates.libsyn.com/website/stc001-business-development

Episode 2 Generating Corporate Leads http://sellingtocorporates.libsyn.com/website/stc002 

Episode 9 Is there a money making corporate niche http://sellingtocorporates.libsyn.com/website/stc009-is-there-a-money-making-corporate-niche

Top 5 Business Development Questions

http://bit.ly/Top5BusinessDevelopmentQuestions

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Business Development Bootcamp

http://bit.ly/BusinessDevelopmentBootcamp  

Email Jess

Jessica@JessicaLorimer.com

The C Suite

http://bit.ly/The_C_Suite

Smart Leaders Sell

https://smartleaderssell.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Ever wondered what niche will make you the most money if you sell to corporates? Or maybe you’re struggling to know how to niche? In this episode of the Selling to Corporates podcast, I answer a question I’m always being asked ‘Is there a specific corporate niche that will make money?

I break down the steps you need to take when deciding on how to choose your niche if you’re selling to corporates - why you should niche and why corporates love specialists as they really want someone that understands their specific industry.

I also explain why you shouldn’t overthink your niche and worry about choosing the wrong niche as it doesn’t have to be a forever niche.

Plus why you should definitely choose a niche in an industry that you genuinely know and like and why you shouldn’t rely on just one type of industry to make you money.

If you’d love to understand how to figure out your business niche and why niching your business if you sell to corporates will make you more money rather than trying to appeal to everyone, then it’s essential listening. 

It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.

Podcast shownotes

About my Facebook group - Selling to Corporates (3:22)

Why should you actually niche your business? (5:23) 

Why corporates love specialists and people who have a niche (7:42)

How to choose a niche for your business by looking at the industry and discipline (9:46)

Why it’s easier to get clients when you have an industry and discipline niche 10:29)

Why corporates love people with industry-specific knowledge (13:44)

Why you shouldn’t worry about choosing the wrong niche for your business (15:00)

Why you should choose a niche that you like or are interested in (17:18)

How to go about getting business in your niche and leveraging your contacts (17:24)

Why you should choose a niche in an industry that you genuinely know or like (19:20)

What questions you should ask yourself when choosing your niche (22:05)

Why there are no guarantees on what niche will make the most money (22:53)

Why you should dominate your market and own your industry (25:09) 

How to work with me and book a complimentary call (27:09)

Resources

Emma Waltham - Careers after Maternity

STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships

STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002

Top 5 Business Development Questions

http://bit.ly/Top5BusinessDevelopmentQuestions

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Email Jess

Jess@JessicaLorimer.com 

The C Suite

https://smartleaderssell.com/thecsuite/ 

Smart Leaders Sell

https://smartleaderssell.com/ 

Products and Courses

https://smartleaderssell.com/products-and-courses/ 

Join my free Facebook Group

https://www.facebook.com/groups/sellingtocorporate/ 

More Jess!

Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 

LinkedIn www.linkedin.com/in/jesslorimer  

Instagram https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Welcome to the first Corporate podcast of 2020!

In this episode I’m talking about different types of business models, what kind will suit you, what you need to consider when choosing one and how profitable they will be for you without you having to work every single hour of the day.

So to make the very best decision on business models we are discussing:

• Master one area and diversify over time in order to make your business work
• Licensing software and subscriptions: software/ lead     generation services
• Warby-Parker model (being the middleman) - usually something that consultants do when recommending a consultancy firm/ outsourced solution
• Work out how you like to work, don’t recreate the 9-5 hours, find out when you are more productive and work around those hours
• Bespoke services

Quotes:

“ Bespoke services to me is about people who are entrepreneurs and solopreneurs selling services that are designed to help the client get the best result they can with the time and budget that they have.“

Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!

Book Your Free Corporate Strategy Call

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Top 5 Business Development Questions

https://smartleaderssell.com/top-5-business-development-questions/

Email Jess

Jess@JessicaLorimer.com

The C Suite

https://smartleaderssell.com/thecsuite/

Products and Courses

https://smartleaderssell.com/products-and-courses/

Selling To Corporate FB Group

https://www.facebook.com/groups/sellingtocorporate/

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

As most of us are winding down for the Christmas period I wanted to share with you a few tips on how to possibly gain and close last minute business deals.

In this episode we are discussing:

• Automation, let people know you are still available/interested to close those deals or to make new ones over the holiday period
• Solidifying the business relationships you have built up and keep the rapport going over the festivities
• Follow up, check on those outstanding projects and look for that ‘low hanging fruit’

“ You are navigating with opportunity. You are recognising that other people are probably not calling this time of year they're not selling at this time of year and so actually if there are any last minute needs or deals that can go through, you are going to be way more likely to get hold of them. ”

Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!

The C Suite

https://smartleaderssell.com/thecsuite/

Sign up to the newsletter here

https://smartleaderssell.com/top-5-business-development-questions/

Converting Corporates 2020

http://bit.ly/ConvertingCorporates2020

Business Development Call Session

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Products and Courses

https://smartleaderssell.com/products-and-courses/

Join my Facebook Group

http://bit.ly/SmartLeadersSellFFE

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

A phenomenal two days of the event and I would like to share with you some key takeaways from the past two days. 

We had a great panel and some fantastic speakers sharing their insights into the Corporate world.

In this episode we are discussing:

• Marketing maps and how to effectively map your market so that you can make more money, and do better business development.
• Business around the calls, I walk through the structure of business development calls, how to ask decent questions and what you should do in different situations.
• Creating your 250K Corporate Sales Plan.

“ Always be positive really think about what you can say, and how you can develop that fluency of conversation. So that interactions are positive so that you're able to get those micro commitments, but it's so, so important. ”

Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!

Converting Corporates Virtual Ticket

http://bit.ly/SelltoCorporates-TheEvent 

Business Development Call Session

https://jessicalorimer.as.me/Supersize-Your-Sales-Session

Products and Courses

https://smartleaderssell.com/products-and-courses/

Join my Facebook Group

http://bit.ly/SmartLeadersSellFFE

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Selling to corporates can be much easier than selling to individuals - especially if you have a past corporate history.

But it can be a little awkward to leverage old relationships/ friendships - so how do we do it in the right way? In this episode, I'll be sharing;

- How to make sure that you're legally protecting yourself so that you can rebuild relationships.

- How to leverage prior working relationships without any awkward 'back and forth'

- Why your friends are the best people to help you land new corporate contracts... and why they want to.

I'll also be giving you clear scripts to use so that you can regenerate, rebuild and re-use your existing relationships to build your new business stream - without sleaze, awkwardness or risking any relationships.

Converting Corporates: Grab your ticket to Converting Corporates here: http://bit.ly/SelltoCorporates-TheEvent 

Selling to Corporate Podcast

http://bit.ly/Selling-To-Corporate-Podcast

Smart Leaders Sell

https://smartleaderssell.com/

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever had to write a follow up email... and been stumped for inspiration? Perhaps you've felt awkward about reminding your prospect that they were supposed to give you a decision - and you're not sure how to phrase it so that you don't sound anxious for the sale?

We've all been there. And in today's episode, I'm going to be sharing my tried and tested follow up techniques so that you can approach your contacts with confidence and get the right result every time!

Attend Converting Corporates: The Event - the only 'selling to corporates' event that teaches you the practical prospecting skills you need to sign more deals. Click here: http://bit.ly/SelltoCorporates-TheEvent 

In this episode you’ll learn:

• My proven follow up structure - to avoid having to follow up in the first place!
• The exact emails/ conversations you need to be having to make you and your prospect feel comfortable and ready to make a decision.
• What you need to be saying and doing at each stage of the process so that you can get the best result.

“ So sometimes we end up doing a lot of following up because we don't necessarily qualify the prospect or the opportunity properly in the beginning. “

“ Just setting those new lines of communication, those new expectations around what that organisation needs to do, and how regularly you're going to be communicating with them. “

“ If you are checking in to see what's going on with a proposal to see what's going on with a timeline, It's much better to just be clear about what you actually want.“

Selling to Corporate Podcast

http://bit.ly/Selling-To-Corporate-Podcast 

Converting Corporate Event

http://bit.ly/SelltoCorporates-TheEvent 

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

It’s been a couple of weeks since the 'Converting Corporates' event and I am literally buzzing to share the transformative experiences of attendees in this episode. From securing £10,000+ proposals within days to implementing actionable strategies I’ll also be highlighting the 6 biggest breakthrough moments from the event - packed with strategies that left attendees, and now our listeners, raring to jump into Q2 with both feet! 

If you're ready for transformative sales insights, this is the episode you can't afford to miss, it’s a goldmine for those looking to elevate their corporate sales game.

We're also diving into the critical moments that became turning points for attendees, these breakthroughs are not just insights; they are actionable steps that our participants used to achieve astounding results. Plus, I'll be giving you a heads-up on the exclusive resources available if you sign up to The C Suite ® before the April 1st deadline.

And if you’re ready to make a real impact in the corporate world you won't want to miss our 6-week sprint starting April 2nd, tailored to harness the financial new year with direct weekly support from me. Tune in for more information!

In this episode I’m sharing;

• Top 6 game-changing takeaways from Converting Corporates event.

• Mastering corporate conversions – 6 crucial moments you need to hear.

• The major breakthroughs that redefine sales success.

• 6 pivotal corporate sales strategies unveiled at the event.

• 6 Breakthrough Corporate Sales Strategies – revitalise your approach now.

• The importance of signing up forThe C Suite ®  before April 1st and information of resources available including strategies, templates, and sales techniques

• Upcoming 6 week sprint program starting April 2nd

• Focus on leveraging the financial new year with organisations and creating a strong plan of action for Q2

Key Quotes;

Converting Corporates Success: "I am super, super pumped to share the key takeaways from converting corporates with you today so that you can learn from all the amazing breakthroughs and key takeaways that our participants had at converting corporates."

— Jess Lorimer 00:00:0500:00:17

Converting Corporates Insights: "Proven actions work, and what I mean by that is that a lot of us spend a lot of time thinking and worrying about what we should do and how and when we're going to do it. What we're going to say and how the stakeholder on the end of the cold outreach campaign is going to react, or how the stakeholder who's being chased to say yes or no to a proposal is going to take it. And unfortunately, overthinking and putting yourself in a position of procrastination doesn't help to generate revenue."

— Jess Lorimer 00:16:4500:17:25

C-Suite Accountability and Results: "If you've been thinking about joining The C Suite ® for a while and you haven't been sure but know you want that extra accountability, support and Q&A sessions  now is really the time to jump in. You will also have a cohort of people to go through this live experience with to keep you motivated, accountable and to make sure that you can have your very best Q2."

— Jess Lorimer 00:02:1300:02:39

Overcoming Business Case Challenges: "It's not about worrying endlessly about the one word in your emails that's going to make the biggest difference. It is about taking consistent action and just doing it so that you can see what happens and improve it if you need to for next time."

— Jess Lorimer 00:20:3400:20:47

Evolving Hiring Practices: "One of the big things that did come up was that hiring managers are trying to change. They're trying to become more commercially focused themselves and are trying to be much more proactive about the problems that they're identifying and how it's impacting them and why they should be solving those issues."

— Jess Lorimer 00:27:2400:27:51

Effective Outreach Strategies: "Best practice, proactive outreach really does work. It takes less effort and much less time than posting tons of content and hoping that the right people will see it or hoping that something will go viral and bring in qualified leads."

— Jess Lorimer 00:33:3300:33:55

Effective Business Development Strategies: "I always say to my clients, you want to be targeting 3 to 5 stakeholders in each organisation because it's going to help you, not only in your sales process in terms of multiple people having access to multiple budgets and multiple projects and priorities. But also further down the line in creating a great experience, in being able to get case studies and testimonials and in case something goes wrong. In case the stakeholder ghosts you after a proposal has been sent, and you need somebody else to follow it up and figure out what's happened."

— Jess Lorimer 00:29:5400:30:25

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Dismiss the traditional ‘hard’ sales approach and give your clients a more credible solution to their problems. It’s important to gain your client’s trust and invest in building relationships with them, find out the right information about them and their needs and you will be able to convert those relationships into sales.

In This Episode:

• Use client information to create the correct solution
• Convert relationships into long term sales
• Help educate your clients
• Selling to the right people
• How to close a sale effectively

“ They're not focused on giving you a solution to your problem, they're focused on commission and that doesn't necessarily work that well for the customer “

“ it's really important that you stay abreast of current issues and know how that's going to affect your clients ”

“ It's so effective because every single stage of the sales process, the prospective customer feels heard and valued, they feel like the salesperson is actually interested in them, and what they need “

“ We are becoming the credible partner, we're becoming the person that they can bounce ideas off, the objective perspective“ 

Converting Corporate Event

http://bit.ly/SelltoCorporates-TheEvent 

Email Jess

jessica@jessicalorimer.com

Selling to Corporate Podcast

STC001 Business Development on Apple Podcasts

More Jess!

www.facebook.com/JessicaLorimerSuccessCoach/

linkedin.com/in/jesslorimer

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

It can be challenging to think about generating leads when you're trying to work with corporate companies. After all, line managers are less susceptible to social media advertising - especially on their own time!

That's why in this episode, I'm breaking down the common mistakes people often make when trying to generate new corporate leads and some of my top tips and techniques for making lead generation easy and interesting for you and your prospective client!

In This Episode:

• Lead Generation 
• Decision Making
• Relationships 
• Business Development 
• Mapping your Market 

“The first thing that we have to think about when it comes to corporate lead generation is actually who we are targeting. ” 

“ Mapping your market is about anything and you can decide how you want to do that you can decide to do it by geography or industry. “

“Creating our target list of companies is really important and it's all about relationship building. “

“Corporate companies recognise that they have to fulfil their employees when it comes to helping them be more productive, helping the workplace be a better environment, making sure that they can be more profitable. “

“Conversations is this third part of lead generation. “

Selling to Corporate Podcast

STC001 Business Development on Apple Podcasts

Converting Corporate Event

http://bit.ly/SelltoCorporates-TheEvent 

More Jess!

http://bit.ly/SLSGroup

https://www.instagram.com/jess_lorimer/

Click here if you would like to listen to my recent TEDx talk.

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Have you ever wondered how to do better business development with corporate organisations? Typically, business development gets a bad rap - but there are ways of doing it well - so that you have more productive conversations, generate better leads and sign more contracts!

In this episode, you'll learn;

- How to create your business development process to generate more revenue.

- Why questions are so important - and what information you really need when it comes to business development.

- The importance of transparency; and how you should be doing proactive outreach to get the best results for both parties.

And if you'd like to grab my free Top 5 Business Development Questions so that you can get better information from prospective clients, just head to; https://sellingtocorporate.com/top-5-business-development-question-guide/

Want to check out the Converting Corporates event? Head to; https://www.selltocorporates.com/event-sales-page

Click here if you would like to listen to my recent TEDx talk.

We are diving into a fascinating topic today and one which I get emailed about regularly "What's passive income (really) when selling to corporate clients?" So tune in if you’ve been looking to crack the code on passive income in the corporate world, it’s a game changing episode!

As we approach the tail end of this first quarter, I want to unpack a concept that's been buzzing around but is often misunderstood – passive income. You've likely heard of it: the income dream that works for you while you sleep. But what does passive income really mean, especially when we're talking about selling to the heavy-hitters in the corporate world?

Over the past five years, I've had the pleasure of selling a version of The C-Suite ® program to corporate organisations, which has been both lucrative and exciting. Now, there's a common perception that passive income doesn't require additional assistance or interaction with customers. However, in my journey, I've found that adding value and catering to customer experiences has been key, especially when these products are bought at scale by corporate clients.

Today, I'm going to share my wisdom about selling passive income products to corporate companies, and how these products can lead to sustained revenue, particularly through multi-year deals. It's about striking the right balance between passive income and active customer engagement to create a robust sales strategy.

For those of you who are new or finding your way in the B2B space, I'll be offering some critical advice on timing and how to avoid common pitfalls. We'll also explore how you can convert your B2C courses for the corporate market and why understanding the sales process and the impact is crucial for passive income success.

So, whether you're seeking to enhance your corporate selling techniques or looking to maximise your passive income portfolio, this episode has got you covered. And, for those looking to get ahead, don't forget to check out our sales tracker projection sheet!

In this episode I’m sharing;

• Scale & Volume: Learn how passive income products can lead to astronomical revenue when sold at scale to corporate clients—think big deals, big impact!

• Choosing the Right Resources: Make sure your passive income products are making an impact—and sense for your business before diving in.

• What are the advantages of selling passive income products at scale to corporate companies compared to individual customers?

• How do multi-year deals with corporate clients for passive income products benefit the overall sales strategy and revenue sustainability?

• The Five-Step Process: Simplify your sales process with Jess's insights on selling to corporates, which can mean upsells, referrals, and a healthy bottom line.

• From B2C to B2B: Thinking of turning that consumer-focused course into a corporate powerhouse? Learn how tweaking your approach can unlock massive potential.

• How The C Suite ® has been adapted and branded for corporate organisations to facilitate lucrative and multiyear licensing deals?

Key Quotes;

Exploring Passive Income in the Corporate World: "I've had a lot of requests for this episode, a lot of people have been emailing me to ask if it is possible to sell a passive income product to a corporate company, if so, what do they pay for it and also, what do they buy that's passive?"

— Jess Lorimer [00:03:14 → 00:03:44]

Passive Income Strategies in Corporate Sales: "The difference is that most corporate organisations will buy passive income products at scale or volume, meaning that instead of selling one course or one membership or one book a week, you can sign contracts to sell 50 plus courses or a 100 plus seats in a membership."

— Jess Lorimer [00:14:15 → 00:14:42]

Challenges in Creating Corporate Training Resources: "You're used to creating a course for the end user, but you're not necessarily used to creating a resource that a company can successfully onboard, all of its end users or, a cross section of end users onto, you might not have the ability to create almost like a workflow for those end users."

— Jess Lorimer [00:17:09 → 00:17:31]

Passive Income Strategies: "So what I mean by that in the simplest sense is it's fine to spend 6 months writing a book, but let's be clear. Organisations are not going to pay you £100 a book."

— Jess Lorimer [00:19:09 → 00:19:21]

Business Development Strategies for New Sellers: "I would advise doing as much as you can live before you branch into the passive income resource space. Because that way you know where people get stuck and where people trip up with courses or programs, or you find out the more frequently asked questions that people have and you can preempt them in any passive resources that you can create."

— Jess Lorimer [00:32:58 → 00:33:19]

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Are you ready to unlock the secret to securing lucrative deals for your workshops? In the latest episode of Selling to Corporate ®, "How my clients get paid 3K + for 45-minute workshops", our fearless host Jess Lorimer sits down to unveil the remarkable journey of Hannah, who conquered the corporate landscape and started charging £3000 for just 45 minutes of her expertise.

Dive into Hannah's story - a tale of transition from a travel-heavy career to mastering the craft of selling to corporate ®. Find out how, with absolutely no previous experience, Hannah managed to navigate corporate sales calls like a pro using top-notch objection handling techniques and transparent discussions about return on investment and was able to charge 3K + for 45-minute workshops! We break down the three key factors that catapulted Hannah to success. From her effective cold outreach strategy to an unwavering commitment to providing clear commercial value, tune in and you'll get all the insights needed to replicate her success.

Jess also extends an exclusive invitation to join her at the March "Converting Corporates" event in Central London. With a spotlight on honing your budget conversations, outreach strategies, and offer creation, this event is a goldmine for anyone looking to break into or improve their position in the corporate market. 

In this episode I’m sharing;

• The significance of having a mentor with proven results and why you should choose qualified, resonating sales experts for success.

• Prioritising sales over perfecting corporate offers.

• Sales calls should focus on transparency, not persuasion. 

• The use of objection handling techniques to navigate budget discussions

• addressing budget objections, increasing confidence, and improving sales.

• How to achieve sales success through process improvement and training.

• Submitting a proposal that highlights the discussed transformations and securing a positive ongoing working relationship after acceptance of the proposal.

• The power of asking purposeful questions during sales calls, listening and identifying your client needs rather than delivering a pitch.

• Trust in Your Sales Process: Embrace a 5-step process for consistency in winning corporate clients and understand why specificity in your offers can make or break your success.

Key Quotes;

​​Post-Pandemic Business Philosophy: "I would rather have loads of competitors in the market because like I say to my clients all the time about selling to corporate companies, the more competitors you have, the easier it is to stand out for being good."

— Jess Lorimer [00:06:43 → 00:08:08]

Corporate Sales Strategy Advice: "Lots of people are now moving to teach other people how to sell to corporate companies, which I think is great because I think you should absolutely buy from who you resonate with and people who've got proven results and all of that good stuff. And as I've said over the last, I don't know, 5 years of this podcast, I don't care if that's me or if that's somebody else. What I care about is that you buy from somebody who can actually get your results and that you resonate with and that you know you're going to take the advice and actually implement it from and also that you buy from somebody who knows what they're talking about."

— Jess Lorimer [00:08:55 → 00:09:31]

Overcoming Self-Doubt in Sales: "It's really sad, you know, because, unfortunately, sometimes people have the best of intentions and they really want to help people sell to corporate companies, but they just don't have the skills, strategies, and training ability to help people in more niche areas or in areas that they don't understand."

— Jess Lorimer [00:12:47 → 00:13:09]

Corporate Sales Strategy: "And I frequently say that you don't and shouldn't really focus on having a corporate offer before you start your sales process."

— Jess Lorimer [00:34:52 → 00:35:04]

Transparency in Sales: "When we look at sales calls and how sales calls work with corporate stakeholders, we come into this world where we have to operate with transparency. I think that's really interesting because what most people think sales is, particularly from a B2B perspective, is this art of persuasion. How do we convince somebody to buy our service, or how do we convince somebody that they need what we are offering? Or worse, how do we sell without being salesy? When we start talking about things like persuasion, convincing, how to sell without being salesy, What we're actually doing is saying, how can we remove transparency?"

— Jess Lorimer [00:36:40 → 00:37:37]

Converting Corporates Event: "To those of you who haven’t been, I would urge you to come to Converting Corporates because this is the first time live that I will be teaching how to create an offer that converts to corporates even if you haven't sold to corporate companies before."

— Jess Lorimer [00:02:57 → 00:03:12]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.

Click here to watch my video on how to troubleshoot your sales process!

Sign up here to join Substack.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount!

Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders.

In this episode;

• How to streamline business and avoiding being everywhere and doing everything

• Decision fatigue and tailored strategies in lead generation

• Discussing the impact and consequences of AI-written content

• Applying personalised outreach and relationship-building strategies with corporate clients

• Streamlining to focus on revenue and client experience

It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session,  5 workshop sessions and a very supportive community who know exactly what it's like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods!  We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.

Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.

I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn't been working as expected and that's been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it's stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I've always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.

Which brings me to my absolute fave - email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me - other than sending my tried and tested strategy and templates to the local 18 year old! I've said it once and I'll say it again - email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.

On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.

Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram.

Key Quotes;

Overcoming Email Overwhelm: "But emails and answering emails is just endless. Absolutely endless."

— Jess Lorimer [00:00:45 → 00:00:47]

Misguided Sales Strategies: "Using B2C advice for a B2B revenue stream."

— Jess Lorimer [00:32:44 → 00:32:46]

Prioritising Values in Business: "So whenever I make any decisions in my business, they have to tick those boxes. Are they going to generate more revenue? Are they going to help our clients get better results? Am I going to have time for me if I do it."

— Jess Lorimer [00:15:19 → 00:15:37]

The Value of Face-to-Face Interaction: "There's something really special about being in a room with other people who actually understand and want to be selling to corporate clients because it takes a different level of person."

— Jess Lorimer [00:07:14 → 00:07:27]

The Impact of AI on Education: "AI written content is good for inspiration, good for motivation, good for sometimes being able to help you create a practical list of things that you want to focus on or do, but actually a lot of plagiarism is involved. And, weirdly enough, the robots don't always know what's best."

— Jess Lorimer [00:20:45 → 00:21:06]

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.

Click here to watch my video on how to troubleshoot your sales process!

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Sign up here to join Substack.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

Click here if you would like to listen to my recent TEDx talk.

Would you believe me if I told you that I have the ONE simple tool that can help you beat last year’s B2B sales revenue?

I’m introducing you to our powerful little B2B sales tracking spreadsheet that has been an absolute game-changer for many in helping their businesses simplify their B2B sales processes and amplify their sales! This is a simple but effective b2b sales tracking spreadsheet that has received phenomenal feedback from clients and is now available for wider purchase.

Whilst we understand how some people often struggle to track their sales activities and the significant impact that proper tracking can have on revenue generation it’s important to highlight how tracking your sales and metrics can improve confidence, inform strategic decisions, predict future results, and optimise revenue - it’s literally a licence to print money!

Tune in to discover how you can use tracking to drive superior results in your business and take advantage of the limited-time discount offer for the sales tracking spreadsheet.

In this episode I’m sharing;

- Tracking is a critical component for achieving B2B sales goals.

- Confidence, competence, and tracking are key factors that contribute to sales success.

- Tracking can help you predict results, make informed decisions, and maximise revenue potential.

 - Crush Last Year's B2B Sales Revenue Using This Powerful One-Stop Tracking Solution!

Key Quotes;

The Importance of Tracking Sales Performance: "Tracking is a key part of having and maintaining a good sales process."

— Jess Lorimer [00:12:49 → 00:12:52]

"The Importance of Tracking for Business Success": "If you want to change your results this year and do better than you did last year, you need to do it differently and you must track."

— Jess Lorimer [00:25:06 → 00:25:16]

Sales Success: "The basics work and in the online space, I think we get conned a lot by people talking about advanced strategies and advanced ways to do things."

— Jess Lorimer [00:05:25 → 00:05:34]

Sales Strategy Success: "They are confident to go out there and execute their sales strategy. They have the competency, the ability, the strategy to go and do it and they track their metrics because they have understood that whilst tracking itself is a boring activity it makes them more money, and it really does make people more money."

— Jess Lorimer [00:17:40 → 00:18:09]

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.

Click here to watch my video on how to troubleshoot your sales process.!

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Happy 2024, my fellow B2B sales enthusiasts!

It's a new year, and I'm feeling the sales energy shift! This year, let's move past the hangover from the pandemic and refocus to make 2024 your best sales year yet!

It’s time to get ready to conquer your B2B sales goals and consider using these four essential elements to smash your sales targets and power up your B2B revenue stream.

This year the focus is on dedicating specific time for B2B sales activities, being clear and intentional with your plan, concentrating on one method of lead generation and avoiding premature outsourcing. 

In this episode I’m sharing;

• How to dedicate specific time for B2B sales activities in your calendar. This includes generating leads, setting up sales calls, and writing proposals. Doing this work now will impact your sales in 90 days. 

• Be clear and intentional about your plan for 2024. Define your main business, revenue, learning and development, visibility, and personal goals. Regularly assess and align your actions with these priorities. 

• When considering outsourcing sales activities, ensure you have a good understanding of your B2B sales process before hiring salespeople. This understanding will help you set metrics, understand commonalities, and train salespeople to sell your services effectively. 

Key Quotes;

Setting Clear Goals: "I sit down at, like, once a month, and I look at, what am I doing and how is that helping me progress my goals? And that really helps my squirrel brain to process things and be like, oh, I'm doing all this stuff and spending a load of hours on building out this great slide deck or whatever, but it's not helping me meet one of my main priority goals. So should I be doing that?"

— Jess Lorimer [00:14:21 → 00:14:46]

Hiring Salespeople: "But what you should do is have a good understanding of your B to B sales process before you start hiring salespeople, and there's a reason for that."

— Jess Lorimer [00:20:01 → 00:20:11]

Outsourcing Pitfalls: "Don't be tempted to hit 2024 hard and assume that that just happens by outsourcing because it doesn't, and it can really be an expensive and painful mistake."

— Jess Lorimer [00:22:18 → 00:22:30]

B2B Sales Strategy: "What is gonna build your B to B revenue stream is taking a couple of hours a week to really focus on B to B time specific sales activities."

— Jess Lorimer [00:08:52 → 00:09:03]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In this episode we are joined by a very special guest, Jason Marc Campbell, international public speaker and the author of Selling with Love: Earn with Integrity and Expand your Impact. 

Learn how to manage relationships, avoid manipulative tactics, and ultimately sell with love, unlocking the secrets to selling with integrity and never feeling awkward about sales again! 

We are also discussing the different dynamics of B2B and B2C sales, the value of setting boundaries and filters for unqualified leads, and the management of energy and relationships in sales. They shed light on the influence of referrals, follow-ups, and proactive relationship-building in sales, and emphasise the need to counteract societal programming and operate with integrity in sales.

In this episode I’m sharing;

• The realistic sales expectations, emphasising the importance of offering value, aligning with personal values, and promoting ethical sales practices.

• Relationship Building in Sales: Gain insights into the different dynamics of B2B and B2C sales, and how managing relationships with care and personalisation can make all the difference.

• Avoiding Manipulative Tactics: Learn from real-life examples how reframing sales processes and aligning them with personal values can be a game-changer in building a successful and ethical sales approach.

Key Quotes;

"Every conversation becomes an asset. It's an extra node that can lead to a referral, to a connection as opposed to B2C where every lead is like, have we monetised on it? No."

— Jason Marc Campbell [00:11:57 → 00:12:07]

The Ethics of Sales Strategies: "I am very much an advocate just finding ways to be more efficient as a salesperson so that you can go and serve more people more effectively, make a greater impact as a return. But, again, you have to understand, where do I draw the line?"

— Jason Marc Campbell [00:19:28 → 00:19:41]

Selling with Love: "When you know what you offer is so much more than what you ask in return."

— Jason Marc Campbell [00:16:30 → 00:16:34]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

I’m very excited to share today’s podcast with a special guest, Jo Twiselton. As well as an expert facilitator and leadership coach Jo helps organisations and leaders transform and promotes positive corporate cultures through her 20-year journey with Twist Consultants.

This episode delves deep into the ethical aspects of employee treatment, the powerful role of public perceptions, and the immense pressure on leadership in corporate decision-making.

In this episode I’m sharing;

• Leadership pressures and navigating corporate ethical choices 

• Building sales muscles and mindset shifts in corporate leadership

• Ethical employee treatment and public perception in leadership decisions

• Jo’s advice on adapting strategies and facing reputational challenges

• Jo’s networking strategies from slump to success!

• The role the C-Suite ® can provide in business mindset and structural changes

• Overcoming fear and embracing resilience in corporate decision-making

• Navigating change and organisational culture

Key Quotes;

"What I do is help organisations and the leaders in them to support positive organisational cultures when things are really changing so that people communicate better together."

— Jo Twiselton 00:01:0000:01:12

"I've taken the perspective that the work that I do for my business is as important as the work that I do for clients, because I can't do that if I don't have business."

— Jo Twiselton 00:34:3500:34:45

"If that strategy doesn't work, I'm not fundamentally changing what I do but I'm changing the way that I approach it."

— Jo Twiselton 00:12:5100:12:58

"Consistency in following up, consistency in showing up repeatedly. It's not rocket science, but sometimes the emotional aspect of it can get in the way, so it's taking that away."

— Jo Twiselton 00:16:1400:16:26

"What was interesting was, back in 2022 when I came to the converting corporate event, you talked to us about the changing market being on the horizon post COVID."

— Jo Twiselton 00:06:3100:06:44

Finding Balance in Career Growth: "It's understanding a little bit and making sure that you recognize what really works for you and what really floats your boat at certain points in your life."

— Jo Twiselton 00:23:5700:24:38

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

I’m really excited to bring Gemma Allies, one of my epic C Suite ® clients onto the show today, Gemma has kindly come onto the podcast to share her journey inside The C Suite ® and also why she decided to join the programme - and how she’s been able to implement it with companies in the retail sector to support them with ADHD awareness so that they can embed more inclusive ways of working and help their workforce become more productive.

Gemma is an expert in ADHD awareness and inclusive work practices in retail corporations and is sharing with us her personal journey of overcoming challenges and discrimination as a neurodivergent individual in the corporate world and how she was able to master emotional detachment for sales success.

This episode highlights the emotional challenges of the sales process and the strategies to detach oneself from rejections to achieve better results. Gemma gives us invaluable insight, and the critical need for ADHD awareness and inclusivity in corporate environments. 

In this episode I’m sharing;

• The impact of neurodiversity on individuals' working lives and the challenges faced by neurodiverse individuals in the workplace.

• The importance of empathy and understanding in the sales process, as well as the potential for positive change in supporting neurodiverse individuals within corporate environments.

• Overcoming outdated narratives around neurodiversity and the risks of neurodiversity being seen as a "woke agenda"

• Overcoming Fear of Rejection and Becoming More Comfortable with the Sales Process

Key Quotes;

"The reason that we're seeing so many more people become diagnosed and speak about it is because of education and awareness. It's not because people want to suddenly have something"— Gemma Allies [00:08:34 → 00:08:45]

Neurodiversity in the Workplace: "There's very few organisations, I think that are really ahead of the game on this, and I think we will start to see, hopefully, more and more Begin to implement strategies to support neurodivergent talent" — Gemma Allies [00:14:16 → 00:14:31]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In our latest episode, titled "Tricky to change? Three major differences selling B2B vs B2C," we unravel the unique challenges and strategies involved in selling to businesses versus selling to consumers. Brace yourself for a deep dive into the fundamentals of B2B and B2C selling, as Jess sheds light on the divergent approaches, time investments, and control factors.

Jess also tackles common misconceptions about selling to corporate clients, the impact and reach of B2B sales, and the changing corporate landscape in the wake of the pandemic. She shares valuable insights on how companies are adapting to meet the evolving demands of employees and the new generation entering the workforce.

‘Selling B2B vs B2C, the key to successful B2B selling lies in targeting the right decision makers and providing tailored solutions. It's about quality over quantity!’

‘B2B Marketing, in B2B marketing, building relationships and making direct connections are crucial. Forget mass marketing to a broad audience - focus on targeted outreach to qualified leads.’

‘B2B vs B2C: The Major Differences, time, energy, and strategies differ in B2B and B2C selling. Learn how to navigate the world of corporate sales and unlock new opportunities.’

In this episode I’m sharing;

• Navigating the key differences selling B2B vs B2C

• Unlocking the secrets to selling successfully in the corporate world

• Differentiating B2B and B2C strategies for success

• Understanding the unique challenges of B2B vs B2C sales

• B2B marketing focuses on targeting qualified leads and building direct connections

• Offer focus limits sales and relationships and how they can lead to missed opportunities.

Key Quotes;

"Generating More Revenue from Corporate Clients in Q1 and Q2: It is going to be jam packed with actionable workshops that you can use to generate more revenue from corporate clients in Q1 and Q2."

— Jess Lorimer 00:02:2200:02:32

B2B vs B2C Marketing: "The big difference between B2C marketing and B2B marketing is that, obviously, with B2C, we're looking for volume. With B2B, we move over to what I call that pyramid model, and that is about targeting, identifying, and approaching qualified leads who are most likely to be interested and responsible for the area of specialism that we have, and who control the budget for it."

— Jess Lorimer 00:17:1900:17:44

The Changing Landscape of Corporate Companies: "Companies are changing as a result of the environment around them, for example, the pandemic, and the issues that brought up with health, safety, workplace behaviour, culture, and more."

— Jess Lorimer 00:34:4900:34:59

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In our latest episode, "Creating your best B2B sales mindset (and generating more revenue!)" 

I couldn't be more proud to introduce you to our inspiring guest, Vicki Weinberg who is sharing her incredible journey from self-study to business success and also her insights into creating a positive B2B sales mindset.

We dive deep into the transformative power of mindset when it comes to generating more revenue and achieving sales goals and Vicki shares how she overcame her fears and self-doubt to embark on a self-study program that empowered her to make significant changes to her sales process. She emphasises how tracking her actions and progress has led to tangible results. 

Vicki Weinberg shares her experience with self-study programs and the importance of dedication and implementation (06:32 - 09:18)

Jess Lorimer discusses common fears and concerns about selling to corporates and the importance of managing emotions (16:45 - 21:12)

In this episode I’m sharing;

• Main fears when selling to corporates; small providers working with big brands; concerns about competition, corporate jargon, and looking silly; reassurance in following a proven sales process.

• Courses focus on theory, not practical application.

• Scheduled emails eliminate decision-making and emotions.

• Why asking for referrals can be uncomfortable.

Key Quotes;

I'd rather pay someone who knows what they're doing, not have to think about it. — Vicki Weinberg 00:04:3200:04:35

Imposter Syndrome: "I was a little bit nervous, to be honest, because while I knew I was coming at it from a good place, there was this bit of me thinking, Who am I to approach a large company and say I can help you? What credentials do I have? Why would they choose to work with me?"

— Vicki Weinberg 00:10:0300:10:18

What I've really appreciated about the c suite is you don't have to follow it in a linear way. I dip in and out all the time. I just have a problem, and I go, oh, there's probably something in there. I'll find the thing I need and I'll use it which is really refreshing to not have to work through 60 hours before you can do anything.

— Vicki Weinberg 00:24:5800:25:17

Key Resources Mentioned in this Episode:

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

In today’s episode Jess is debunking some common myths about selling to corporate companies and sharing valuable insights based on their experience and that of their clients, focusing on topics such as payment terms, boundaries, and the importance of sales skills. We'll also discuss the impact of factors like diversity, equity, and inclusion (DEI), as well as the evolving buying patterns in specific locations. 

Myth 1: Corporates take a long time to buy from freelancers. This is simply not true! Based on my experience and that of my clients, I can assure you that corporates do not drag out the buying process unnecessarily. I'll be sharing insights on the average time it takes, key factors that can impact the speed of sales, and tips for accelerating the process. (5:45)

Myth 2: Corporate companies always want to pay the least possible or don't value your products/services. While negotiations are a part of working with corporate organisations, it doesn't mean they don't value what you offer. In fact, I'll be discussing ways to effectively negotiate, price your services competitively, and articulate your value to make the purchase commercially critical for corporates.(9:12)

Myth 3: Big companies are difficult to work with. This misconception has been perpetuated for far too long. I've found that smaller suppliers are often preferred by corporate companies due to their agility and ability to deliver expertise and value without unnecessary bureaucracy. I'll be sharing strategies for positioning yourself as a valuable and trusted partner to corporate organisations. (26:25)

In this episode I’m sharing:

• Impact of well-being, diversity, equity, and inclusion initiatives on corporate buying

• Shift in career choices from influencers to selling to corporate organisations

• Factors influencing sales efficiency and the importance of sales skills

• Entrepreneurial misconceptions about corporate negotiations

• Details about the upcoming masterclass and research results

Key Quotes;

I've had lots of people give me reasons that they genuinely believe that they shouldn't be selling to corporate companies or, and this is more uncomfortable, ways that they justify to themselves that corporate companies are just not buying, and therefore, the sales process is not working.

— Jess Lorimer 00:04:3100:04:57

One of the things that's always interesting to me is that when we feel under confident in our sales strategy, we look for reasons that give us reassurance that the things we're doing are right, even when they're not. And that sucks because we look for the narratives that make us feel comfortable and good rather than the narratives that point out where we might be able to grow and learn."

— Jess Lorimer 00:35:2400:35:49

Corporate companies historically have been open to negotiation ... making decisions based on successful negotiations.

— Jess Lorimer 00:36:3600:36:41

Master Class on Generating B2B Sales: We're gonna be talking about the main elements that you need to have set up in your sales process to generate your 1st 100 k of B2B sales.

— Jess Lorimer 00:02:1100:02:18

Key Resources Mentioned in this Episode:

How to make your first 100K in B2B sales!

Click here to register for the free live masterclass to support you in making your first 100K in revenue from corporate clients!

Converting Corporates is back and it’s going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

Click here if you would like to listen to my recent TEDx talk.